Case Studies

 

Professional Selling Skills

ISSUE

Daimler Mercedes Benz wanted to standardize all of their sales representatives in Mexico to improve the selling skills of their national network sales force.

SOLUTION

Welch & Pridmore designed, developed and delivered a professional selling skills program for their national sales force that adhered to their unique and different marketplace vs. Canada and the United States. We adapted the program to the different culture, Mexican market conditions and found perfect synchronization with simultaneous translation to accurately convey the message, a positive attitude and the professional selling skills.

BENEFIT

Participants learned how to build an effective and integrated sales strategy with valuable insights on how to optimize their sales structure and performance in their individual areas of responsibility. They walked away with an understanding of different customer’s buying behaviour and how to use consultative, transactional selling skills for the varied buying criteria encountered. The new methodologies were practiced and embraced and proved strongly useful in the ability of Daimler Mercedes Benz reaching their national business development goals.

“Mr. Welch successfully achieved the challenge of understanding the culture of the audience and adapting the program to the unique Mexican market conditions as well as a perfect synchronization with the translators to accurately communicate the message. We can confidently attest that these have been the best and most applicable seminars we have experienced.”

Vitor Cunha & Jacqueline Schoch
DIRECTOR, SERVICE ENGINEERING & COMMERCIAL TRAINING MANAGER, DAIMLER MERCEDES BENZ, VEHICULOS COMERCIALES, MEXICO

New Business Development

ISSUE

Rogers’ objective was to have their teams come away from the program with a new enthusiasm and specific skills to go out there and get new business and, at the same time, build their confidence and control in these new skills allowing them to compete at any level and acquire new incremental business.

SOLUTION

Welch & Pridmore designed, developed and delivered a professional New Business Development Program to two distinctively different sales groups (large government and corporate accounts and small business accounts) – for both new and senior representatives. We focused on various strategies to strengthen their capacity to apply new skills and approaches.

BENEFIT

Participants learned how to leverage relationships with current clients to get wider and deeper within these accounts; create more value and secure a distinct and clear advantage; identify and develop relationships in new accounts; design sales strategies that fuel growth and development in highly competitive accounts.

“If I were to rank all of the sales courses that I have taken based on which one I use every day, your program wins hands-down. During the New Business Development Program, we were able to identify a major prospect that we had been circling for some time. As a result of this workshop, we subsequently closed a contract for $540,000. Since then we have closed several other sales to this account. Clearly that was a very good exercise and one that I have had my team repeat on several occasions.”

Howard Stanley
DIRECTOR, ROGERS BUSINESS SOLUTIONS

Management, Coaching and Leadership Development

ISSUE

Cervus Equipment have expanded and grown quickly. The success has been superb but, due to the rapid change, managers had increased roles and expectations placed on them and they did not have the leadership skills or confidence for their new managerial responsibilities. Cervus Equipment wanted to invest in their management team to expand these skills and close the gaps.

SOLUTION

Welch & Pridmore designed, developed and delivered a professional program of “how-to” on leadership, communication, critical thinking and collaboration for management. Skills were demonstrated and practiced in setting priorities, delegating, motivating and developing their people to become top performers.

BENEFIT

Managers learned the best methods on how to optimize the performance of a team; create compelling presentations to support corporate goals and get buy-in; build rapport among staff; approach problem solving logically and focus on meaningful data to form the best conclusions even under pressure; inspire others to achieve success and demonstrate effective emotional intelligence.

“I have never experienced a presenter actually giving a presentation and providing solid answers that our people can take away and effectively use on a daily basis as you did over the three days. Your presentation has given our team and me the skills to build solid relationships and demonstrate value and benefits to our customer rather than just push product.”

Travers Scott
REGIONAL MANAGER, CERVUS EQUIPMENT AUSTRALIA/NEW ZEALAND

Negotiating For Business Results

ISSUE

Deloitte’s sales and marketing professionals felt that, with the changing technologies and economic times, clients were increasingly price sensitive. Negotiations seemed to be a part of every prospect-client discussion. They felt that their team needed these additional and very specific skills to instill in them the confidence and allow them to better control these client discussions.

SOLUTION

Welch & Pridmore designed, developed and delivered a negotiation program to their specific needs that focused on cooperation not confrontation with the goal of strengthening client-supplier relations and, above all, coming away from the table with both sides feeling positive about the solution.

BENEFIT

Developed an awareness of negotiation strategies and tactics; identified and successfully countered the tactics used by other parties in their approach; learned the critical art of tactful questioning, active listening and careful observation to understand a prospect’s needs in detail; learned the different methods of gaining agreement without ‘giving away the farm’; maintained and fostered a positive client-vendor relationship at all times – above all else.

“Not only do you “talk the talk Terry, but you walk the walk”, the signature of a true professional. I recommend this seminar on Negotiation to any sales and marketing professional who wishes to keep up with the economical changing times and technology of today.”

Claudette Carson
SENIOR RECRUITING MANAGER, DELOITTE

Team Building

ISSUE

Donalda Club already provided top-notch service to members but they felt there was always room for improvement. By extension, the question from management was “how can we make the staff experience better which would, in turn, make the member’s experience exceptional.” Management wanted to involve all their staff in an event that would bring energy, passion, and fun to their workplace.

SOLUTION

Welch & Pridmore designed, developed and delivered a one day Olympic Games-style team building program for all two hundred Donalda Club staff including management. The activities were designed so that participants gained a greater awareness of the group process and learned skills that would promote healthier relationships, both externally and internally among the different departments… with the key ingredient to the design being… FUN!

BENEFIT

Participants got to know one another more quickly and differently than they might have in the work place which, in turn, strengthened workplace relationships and productivity. Up front, a sense of team camaraderie and a greater awareness of the importance of teamwork was established. An atmosphere of mutual support, cooperation and encouragement was created.

“The Welch Pridmore Olympic Games Team Building Program exceeded all of our expectations. Terry was energetic, engaging and with his humour, he created an atmosphere where our staff had fun learning. His professionalism and excellent follow-up also made it easy for us to organize the event which involved 200 staff members. We would not hesitate in recommending Terry for any and all of your team building events.”

Antoinette Steede
HUMAN RESOURCE MANAGER, DONALDA CLUB

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