Our Client's Customer

Recreation center owners and operators.

The Situation

The field sales force was sending in increasingly "ugly" deals. Why? The customer's purchasing managers were adopting sophisticated techniques to wring concessions from our client's salespeople.

The Solution

Yukon staff helped the client create a targeted series of consumer products sales training workshops addressing the specific challenges faced by their sales team. The content, vocabulary and role-plays accurately reflected these challenges.
The intensive two-day program taught the client's entire field sales organization how to hold their own with their customers. During the consumer products negotiations training workshop, the sales professionals had multiple opportunities to practice new skills in realistic role-playing scenarios.

The Result

After the consumer products sales training program, our client noticed an immediate improvement in the dollar value and the margins on incoming deals. Deals concluded more efficiently and customer relationships became more collaborative. In addition, turnover went down and morale went up as the field sales force benefited from the confidence instilled by the consumer products negotiations training.

Client Comments

"Before these workshops, my salespeople were spending more time trying to get me to accept their ugly deals than they were selling their customers. Now they are spending their time and energy where they should be - selling our customers!" (VP of sales)

"Great training! I like the real-world focus and the fact that the instructors have been out there and know what we have to go through."

"Should be required for all new sales reps."