Chip Manufacturer - Consultative Sales Training
Technology Industry Sales Training
A major chip maker needed to transform their sales culture from technical selling to a "consultative selling mode"
A major chip maker realized that they needed to change the way their highly technical salespeople sold to a more consultative approach.
Sales Training Needs Assessment
For years the sales management team recruited and expected their sales force to sell based on their technical expertise and technology leadership. However, after other competitors entered the market, it became apparent that the old way of selling was counterproductive. The challenge was to transform the selling style and approach of the experienced sales people so that they would act and be perceived as consultative sellers.
Sales Training Solution
Sales Training And Results, Inc. (STAR) designed a customized workshop based on our Essential Selling Skills and Selling on Value workshops. In order to fit their corporate culture, the training was a very fast-paced and highly focused training session. The sales management team helped design and also attended the course, so that the concepts could be reinforced by coaching from the managers.