Our objective was to introduce a consultative sales process that ensures consistency across the UK sales team

what was the training need?

Stanley Security is a leading provider of integrated security solutions in Europe, selling solutions consisting of video surveillance, access control and intruder detection systems.

Their training need:

  • To create and introduce a formal, structured sales process to ensure consistency across the
    business, allowing for the measurement and evaluation of sales performance.
  • To develop a questioning model to help the sales team adopt a consultative sales approach,
    allowing them to effectively identify client needs and present their value proposition.

 

WHAT WE DID

Understand Challenges

Undertook field research with 5 members of the Regional Sales team to observe their sales approach and the unique challenges and objections they face.

With this information, we designed and presented a Training Development Plan.

Created a leadership program for Regional Sales Managers designed to develop effective planning, coaching and team management skills.

Developing skills

Delivered bespoke two-day workshops to the Regional Sales team, introducing the SECURE sales model designed for Stanley Security that focused on effective planning and research, consultative questioning, customer engagement, overcoming resistance and defining a unique value proposition.

The workshops consisted of group teaching, discussions and practical exercises including one-on-one roleplays designed to simulate client meetings.

Consolidation

Delivered follow up, reinforcement sessions to give managers and team members a chance to provide feedback on their development and explore any challenges they still faced, while reinforcing the key skills learnt.

TRAINING OUTCOMES

“The training was made completely relevant to our business needs and designed to help our sales team become more engaging, structured and professional.”

Jason Unsworth, Sales Director

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