The challenge: This is a consultancy business full of technical experts. The challenge was to help them grow their business organically and without taking on any sales professionals.
Our approach: Our first step was to get under the skin, understand the market, what our client was selling and who they were selling it to. What we found was that the firm had an enviable position in the market as theexperts in their field. However, in talking to a number of the individuals concerned we quickly realised that many of them hated the very idea of ‘selling’. We designed a selling skills workshop based around real world client scenarios and facilitated a number of practice sessions to develop confidence.
Results: The amount of work that is now being won ‘off-tender’ i.e. without having to go through a procurement process has significantly increased.
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