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March 2008: Cidermill runs sales role-play workshops for Hewlett Packard in Athens
Hewlett-Packard invests heavily in employee training, especially for its sales and
sales support teams. But it isn't enough just to know about HP's wide range of products.
Sales and sales support people must master the skills of relating to customers. The goal
of the event in Athens was to expose HP people to simulated customer situations and help
them develop effective negotiation techniques to close a sales opportunity to best advantage for
both HP and the client.
At the Athens event, people from HP's 'Industry Server Group' (ISG) throughout Europe, Middle-East
and Africa
were brought together for a number of sessions, in each of which up to 5 pairs of teams conducted a series
of simulated customer negotiations In each exercise one team played the part of the client
and the other an HP sales team. The customer teams in particular found it illuminating to negotiate
from an unfamiliar perpective.
The simulation scenarios were written by
Red Edge using content
experts from HP managers. Each HP sales team learned how to negotiate
potential opportunities for selling HP. Each meeting was professionally assessed and scored by
Cidermill, Red-Edge and real HP managers.
At the final customer meeting each team had an opportunity to close a substantial order with the
simulated customer's senior management. They were encouraged to incorporate HP products, HP services
and value justifications.
Very positive feedback from HP proved the maxim familiar to successful
training companies that learning by doing is the most effective way to improve
sales skills. It was very clear that standards of customer interaction improved
and became more business-focused with each successive customer encounter. The HP
teams learned how to present business benefits and negotiate the contract, rather than
focus solely on technical features.
If you want to know how Cidermill Consulting could help your sales teams develop
their sales skills, contact Cidermill Consulting today.
Either send us an email or
call us on +44 (0)1386 840277
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