Case Studies

Selling Value

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.

To find out more contact Kim by clicking here or call 319-362-3200.

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Todd Meyer, President
Cedar Rapids Brewing Company, Inc.