Business Efficiency
Selected Programs
- New Business Team to Train on a New CRM Tool
- Increasing the Rate of Consumer Credit in a Specialty Furniture Store Chain
- Helping a Team of Sedentary Sales Reps Revitalize MarginsManufacturer of technical aluminum products (bars, sections, veneers, blocks) with a strong service focus (finished product).
- Optimizing Negotiation Management in the Wholesale SectorDVD film distribution
- Generating Additional Sales in a Chain of BoutiquesCustom-made swimwear
- Securing a Management ContractAsset management bank catering to corporate clients
- Securing Meetings with Senior ExecutivesConsultant firm specializing in the organization and optimization of manufacturing plants
- Advanced Negotiation Training for Executive EngineersAutomobile equipment manufacturer (AEM)
- Negotiation Training for Business ConsultantsRegional retail bank
- Boosting Referral and Retention RatesMobile telephone customer service department
- Reviving Sales for a Line of ProductsRetail bank
- Boosting Confidence Before Key NegotiationsMobile phone manufacturer
- Training and Certifying Distributors on Getting New OffersTelecommunications
- Providing Training Prior to Key NegotiationsIndustry
- Assisting with the Design of Internal Communication Media for Sales TeamsRetail bank
- Assisting with the Recruitment of Sales PersonnelInsurance
Reviving Sales for a Line of Products
Sector
Retail bank
Context and objectives:
- Strategic approach: revive sales for a line of financial savings products
- Market uncertainty has progressively reduced the number of clients investing in financial products. However, once a contract has been in place for long enough to cover the risk of a market downturn, the profitability of the investment is likely to surpass that of more conventional savings options, particularly following a drop in interest rates.
- Sensitive subject: the banks want to provide sound advice on the duration of the client's investment and clearly explain the risks and performance outlook
Strategy implemented
- 1-day sales training following a technical training seminar given by the client
- Behavioral training focusing on a series of techniques to be perfected by the end of the day. Working on the technical ability and, especially, the consultants' confidence that will lend them the courage to propose financial products
Results:
- Avoiding the well-trodden clichéd approach to sales technique training proved highly successful
- Training was a major success for the bank, but also undoubtedly so for the clients that received advice. Following 2005, stock market indexes increased by over 22% in two years
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ANDERNA consulting PARIS - MADRID - CASABLANCA - AMERIQUE DU NORD