Our aim was to sharpen the selling skills of a technical sales team
what was the training need?
The Mitsubishi Materials Group has established a global presence to meet the needs of the clients in Europe, Australia, Southeast Asia, the United States and the People’s Republic of China. The products offered by the Group are diverse, from cement and metals to cemented carbide products and sintered parts and further to electronic materials.
Their training need:
- To develop technical advisors to commercial sales engineers
- Introduce consultative sales approach to both new and existing customers
- To increase sales activity volume within large end users
WHAT WE DID
Assessing Training Needs
Undertook a programme of field observations to diagnose the training requirements.
The Consultative Process
Developed a consultative sales process to encourage cross selling and strengthen stakeholder relationships.
Developed the Mitsubishi proposition to create value and credibility.
Workshops And Programmes
Delivered a series of regional workshops, reinforcement sessions and tactical enforcement.
TRAINING OUTCOMES
“I appointed BMS Performance to work with Mitsubishi Carbide as part of our 20:20 vision. As experts in sales training, BMS have been working closely with Mitsubishi to enhance the process and performance of our sales function. Throughout the programme, the BMS training team has been responsive, professional and able to share a great deal of insight and experience.”
Tom Jones, General Manager
