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Overview:
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Overcoming 5 Customer Product Objections
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Issue:
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Sales Representatives were facing 5 tough objections by their customers. Management knew these would be roadblocks to revenue and/ or market share success unless they were handled effectively. |
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Need:
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A training and teambuilding program on how to handle these 5 objections, while maintaining a competitive and teambuilding-type of atmosphere.
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Solution:
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Riverbend created a ½ day objection handling ABL. The ABL had its traditional 3 components: training (on the 5 objections), an activity (5 rounds of competition each analogous to one of five objections), and the debrief (discussion and business application of the activity).
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Result:
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The sales representatives re-entered the filed better equipped to handle objections, including recall due to analogies that help them retain the correct objection messaging. |
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Overview:
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Marketing Department leading (“on-stage”) full day of company National Meeting
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Issue:
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Department was concerned about the pending impression their day may have on the sales force and executive team, as they felt unprepared (lack of message consistency, critical impact to sales force, and platform skill polishing). |
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Need:
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Presentation Skills/ Speech Coaching
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Solution:
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Riverbend was asked to help the entire department develop a relevant, compelling, and consistent storyboard for the overall department, as well as to provide individualized assistance in presentation development. After the success of the first session, Riverbend was asked to return for two additional days of one-on-one platform skills coaching. |
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Result:
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Outstanding feedback on marketing day from audience, as well as management team |
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Overview:
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Market Research department seeking to re-brand itself internally, re-gain focus, and build team unity towards goals
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Issue:
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Internal customer perception was impeding on department’s ability to achieve desired results, as well as affecting morale of team. |
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Need:
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The development, ownership, and pull-through of department vision, team commitments, and customer commitments
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Solution:
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Riverbend partnered with the client for a year-long program (meeting 1/ quarter and a year-end meeting) to facilitate the development of a vision statement, team and customer commitments, and metrics.
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Result:
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Based on the first year’s success, Riverbend was engaged for a second year to develop and facilitate quarterly team meetings with the focus on improving measured commitment results by aligning strategies and tactics, providing individual coaching, and continuing to build team camaraderie. We recently were told: “Before we go any further, I just want to say that I don’t look at you guys as a vendor, but as part of our team. I feel like you are one of us.” – MR team member
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Overview:
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Misaligned self-perceptions with internal customer’s perceptions of department’s strengths and areas for development.
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Issue:
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Misaligned perceptions were preventing the maximum effectiveness of relationships and business outputs, between departments and/ or colleagues |
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Need:
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360-degree discovery and coaching sessions
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Solution:
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Riverbend conducted 4 360-degree personal development programs comprised of a 360-degree discovery and interview process, behavior-style awareness and training program, summary and go-forward recommendations coaching sessions. |
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Result:
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Program has resulted in internal customers’ satisfaction that team members are owning their development, as well as team member’s commitment closing the gap between perception and reality
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Overview:
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Misaligned self-perceptions with internal customer’s perceptions of department’s strengths and areas for development.
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Issue:
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Need:
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A program to generate understanding of the benefits and potential results for compressing the sales cycle, as well as a compelling program to learn how to compress the sales cycle – all while having some “fun” as the program was to take place in place of a free afternoon during a national meeting.
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Solution:
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Riverbend developed and facilitated a customized a sales simulation ABLTM for entire sales force and sales management team. |
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Result:
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The program’s success led to a continued relationship with the customer – in being asked back every national meeting since the first ABL to continue to develop and facilitate ABLs to meet current company needs.
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