Sales Skills

SUMMARY

Client quadruples sales in a month

A financial services company was closing only 10% of sales leads. Within a month of using Total Potential sales methodology, 75% of leads were being closed and business quadrupled.

We engaged Total Potential because we were having difficulty closing on our opportunities. Tess did a wonderful job simplifying our service and in particular focusing on the real expertise our customers wanted. Tess was easy to work with but at same time directed us to be able to communicate clearly our value. Result was we successfully closed 75% of all opportunities instead of 10% prior to working with Total Potential. I would recommend Tess to any organisation who needs to simplify their message and be able to clearly articulate the must have benefits of engaging with you.” September 7, 2011

THE STORY

CLIENT ISSUE: There were 3 key scenarios occurring that caused their difficulty:

  1. Time was being wasted selling features (what the client did) when people buy benefits(what it does for/ gives them that they cannot get elsewhere)
  2. Sometimes they were articulating benefits to their clients, but where a need either did not exist or had not been recognised by their client
  3. They were talking to people who had no intention of buying from from our client the first place- they are merely a comparison to their vendor of choice

IMPLICATIONS

As a result, our clients’ success rate was low and slow. Valuable hours were wasted- 90% of the time, they were unsuccessful. They were not going to reach their goals and were considering throwing in the towel altogether

WHAT WE DID

We provided a sound technique for them to weed out time wasters, uncover real needs that buyers acknowledge, create a joint vision for the future, and selling benefits/ solutions to their problems
We provided them with that ability and clear way to articulate offers persuasively

THE CLIENTS’ RESULT

The result was their business went from closing only 10% of the sales leads they followed- to our sales methodology they are now closing 75% and quadrupled their business within a month (testimonial from linked in)