This approach has elevated the conversations between my sales team and our clients/prospects. These higher value conversations have cause our clients to see greater value in our offerings. The result”a structured, teachable process that has led to larger deal sizes and a faster path to yes/no. Most importantly, the approach has created happier, more engaged clients.
Impact Advantage exceeded expectations. Many of the team members commented on how excited they are to implement the content to improve their results. I look forward to putting them into practice myself and turning the behaviors into habits.
I have a specific customer who had been a real challenge for me and although I continued to provide quality service, competitive pricing and superior support, I had been unable to gain his support or understand why he refused to do business with me. Utilizing directive statements, boosts, and high focus, I broke through the barrier and have been his only call ever since.
I will definitely leverage this email and the queue cards moving forward. In fact, I was able to secure both a conference call and an on-site meeting in the last two days – with a customer who has been so reluctant to meet wit h Dell directly because of their ties with one of our partners. I can’t help but attribute at least some of that to the change in language used both in my email introduction and introductory call. On the call, the buyer spoke so much (because of the open-ended directive statements) – he wanted to talk so much more… in person.
Looking forward to seeing you back at Dell soon!
It is crazy amazing. I have been working with my customer on a new Server deal for a while now. I suggested to the customer several times to let Dell size it as was are the experts. They said no every time. “We will us our non-biased consultant”
Today I asked them to take a “look”. What should have been a twenty minute call went one and a half hours. It is crazy amazing. I really need to sit in on the next session with he AE’s. Crazy Amazing!
Our investment in training sales people has produced increased sales, increased deal size and happier customers. That’s why we are continuing to invest with Impact Advantage. Our work with the team has also elevated staff morale. Customers are more confident that they are getting the best services and the communication and coordination within each team has dramatically improved. And I feel like we have just scratched the surface.”
The vibe from the troops was that the training you provided was excellent and as such, I’d like to keep the ball rolling!
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