North American Energy Retailer Drives Sales Results Through the Counselor Approach

Client:

North American retailer of energy and energy services

Industry:

Electric services

Focus:

Drive sales results by instilling a ”selling to value” approach, thereby distinguishing themselves from the competition.

Adapt new skills to a virtual environment during the COVID-19 pandemic.

Core Programs:

The Counselor Salesperson^™, Coaching the Counselor Salesperson^™, and Counselor Selling in a Virtual Environment^™

Solutions:

Implement a consultative sales methodology with a focus on value-based selling skills and techniques.

Implement an aligned coaching methodology.

Implement a series of webinars to adapt the use of new selling and coaching skills and techniques to the nuances of working in a virtual environment.

Results:

Salespeople and their leaders employ a common language and consistent sales methodology, resulting in heightened credibility and better business results.

Sales leaders are engaged and equipped to coach to targeted skills—the single greatest action an organization can take to increase sales performance.

Salespeople are skilled to differentiate themselves throughout a customer’s buying process, whether they are interacting with the customer in person or virtually.

Summary:

A North American retailer of energy and energy services realized a gain in efficiency and effectiveness by adopting the new “selling to value” consultative sales methodology. Sellers are enabled to uncover untapped opportunities, align solutions with value, and credibly conduct business in face-to-face and virtual settings.

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