Case Studies - Maximize Sales
Nationally recognized retail financial services firm upgrades its image to reach new customers.
As part of its growth strategy, this client sought improvements to its image, including moving offices from "low-rent" areas to high-visibility, high-traffic retail locations. The client also wanted to increase the professionalism and skills of its sales staff.
BUSINESS NEED:
To achieve success (growth), the client needed to transform salespeople from order takers to financial consultants so that they could effectively:
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Explore the needs of more sophisticated customers
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Persuasively position a suite of services to meet those needs
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Close the business.
RIDGE SOLUTION:
Ridge trained the salespeople in a customized version of Relationship Selling Skills, blended with Presentation Skills. Over two years, Ridge trained staff in every branch nationwide. To make the transformation permanent, Ridge also trained sales managers in a sales-specific version of People Skills, built to reinforce the sales force's new skills. We also designed a two-day Prospecting and Referrals course specifically for the client to help increase branch traffic and increase the profitability of each location.
CLIENT RESULTS:
The new branches reported an immediate 30 percent increase in sales. Because of the critical mass of people we trained, Ridge was credited with helping transform the culture of the business—a service-driven focus that continues to this day. Recognizing the impact training can have on organizational performance, the client has established its own training and development function, building a state-of-the-art facility to continue the success Ridge helped establish.
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