building better businesses
We specialise in Sales and Business Development…
Case Study: The Value Proposition
Background: Monument Tools designs, manufactures and markets professional quality, plumbing, roofing and drainage tools. At the start of the project our value proposition was not understood by our customers, both distributors and merchants: as a result sales revenues were below our expectations.
Results
The results were simply astonishing! We took our Value Proposition which we knew was a winning proposition to market and successfully grew business comfortably ahead of industry and national figures year on year.
Customer conversion rates from initial meeting to long term profitable customer relationships have gone from 5% to 95%.
We continue to work with JFR with our sales team to fine tune performance in the sales arena and internally with personal development plans.
The comment from John Collier, our Chairman at Monument Tools was “I wish we had done this 30 years ago but unfortunately JFR wasn’t around then! They have delivered a tailored project to our business and we will continue to work with them as there is still a lot to learn.”
Objectives
At the start of the project a number of key objectives were set: increases in sales, margins and profits. To achieve these objectives we needed to build a cohesive team from within, identify who our customers really are and what exactly are their requirements.
The Project:
The components of the project requirements were very specific and targeted to our business – whilst generic SMART objectives and the GROW model were used delivery on the following was unique to our business.
Building better internal teams
Understanding how individuals and our current team work together with the use of the Kirton Adaption Innovation (KAI) Inventory to identify styles and preferences for problem solving and decision making.
Increasing Confidence
Both internally and in face to face customer meetings.
Understanding what motivates the customer in different environments
Clearly defined practices from dress codes, to different types of meetings and exhibitions.
Ensuring that the Value Proposition is correct for the customer
All customers are different and need tailored solutions to their specific requirements.
Understanding what might go wrong and why
Handling how to deal with problems encountered during the sales process and ensuring that once a sales is complete that the customer commitment is ongoing.
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