Client Situation: A privately held supply company wanted to move from an "order taking" sales approach to value-based sales. This nationwide organization had 120 offices with a sales force of 300+ account managers and inside sales reps.
Intervention: Wilkerson Consulting Group partnered with an internal cross-functional executive team to identify value-added services and products within the organization. In addition, we designed a value- based sales process and training program. We rolled out a nationwide training program to all sales managers, account managers and inside sales reps. The program focus was on positioning and integrating value in all sales and service interactions.
Results: The sales force was able to position value of products and services and pricing, more effectively address price objections, and minimize price reductions in order to close the sale.
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