An independent chemical distributor made a series of acquisitions and needed to upgrade their sales force capabilities so that they could service larger key accounts.
Assessed Sales Training Needs
Many of the salespeople were making far too many price concessions and using high pressure closing techniques during their sales calls. None of the acquired companies had a common sales methodology or sales skill set. The new consolidated sales force needed a consistent sales process and philosophy. In addition to improving the selling skills of the entire sales force, management wanted the training to also serve as a common team-building experience.
Sales Training Solution
Peak Selling's customized Selling on Value workshop focused on how to sell on value rather than price, with emphasis on highlighting the key differentiation's of their product and service offerings. Additionally, the training helped the sales people focus on sales techniques for forming and maintaining long term customer relationships with major accounts. The Value Selling workshop was taught at various regional offices around the country in order to save them travel time and time away from the field. The sales training provided an opportunity to learn various selling styles and work more effectively together as a sales team.
Additional training materials for managers available through our Coaching Kits product line, specifically the Selling on Value Not Price kit.