Read about real situations where sales professionals have used skills learnt from sales training to win business, where they previously failed to.
The Challenge: Customer won’t pay for regular service to save money- but want us to fix equipment at no cost as part of our service to them.
What happened: After a site visit to address equipment breakdown we advised the customer the equipment would have to be de-commissioned for a period of time. Of course the customer was not happy so I used the “B.I.” method Bruce taught us to get the customer to see the importance of our processes and service and the price was no longer an issue for them.
The outcome: A frustrating problem that had occurred for quite some time was easily solved. Price was no longer an issue for them and the customer was happy to add this into their budget.
Nilesh – pharmaceutical company [Australia]
The Challenge: The customer requested extra support & training but due to multiple departments & managers involved no one could agree on what to do and numerous attempts to contact them went unanswered.
What Happened: I remembered the “defining boundaries” principle I learnt in training. I found common goals and outcomes each manager wanted and we resumed discussions. Then using the “triple F” tool and the “choice of 3” approach, I was able to funnel the decision to our best solution. Also they agreed the price was no longer an obstacle.
The Outcome: I quickly and easily got everyone on the same page and a decision was made. We delivered our service in a timely and efficient process for our original asking price.
Michael – Pharmaceutical [Australia]
3 Challenges from Erik
Challenge 1: Struggling to get the desired engagement from the customer.
What happened: Referring to “My Sales Road Map” – I asked the “R” questions and discovered their “real” needs. The customer opened up to me more and we developed excellent common ground.
The outcome: I was able to present our proposal and secure the contract.
Challenge 2: Being shut out by “gatekeepers” at reception
What happened: Using the tools Bruce taught I was able to build excellent rapport with the gatekeepers to the point where they volunteered the information I needed with a smile and friendly manner.
The outcome: I contacted and made appointments with the decision maker to discuss options for their company.