Project Description

Universal Weather and Aviation Case Study

Objective

Universal Weather and Aviation had invested in sales training previously and now wanted to look at more sales/relationship training. Without the appropriate relationship development, there will be little influence across growth accounts, which will lead to lack of loyalty from client stakeholders. There will be no differentiation/value-add from competition.

The overall impact on the business is lost opportunities for Sales, resulting in Universal not growing their market share as easily as they could, and having direct implications on the overall turnover and profit of the business.

Key objectives were to support managers in:

  • Generate revenue after initial sign up to UVair Fuel Card
  • Sales team to build strong effective relationships with clients
  • Sales Executives and manages to understand the new approach to selling

Solution

Universal Weather and Aviation has two sales structures in place, account management and UVair working both in telesales and face to face environments. Both of these two areas have similar needs in the way that relationships are developed in order to grow business. The business will need  a sales force which is highly organised building fast and long term relationships to differentiate itself and drive it’s competitive edge.

UVair is currently taking a strategic step in building relationships with the current client base in order to up sell fuel and grow this revenue stream.

A three day Consultative Selling programme was designed covering subjects Task v’s Relationship, What is Consultative Selling, The Customer Buying process, Rapport, Personality mapping, S.P.E.C questioning process, Features & Benefits, Winning presentations, Proposals Structure, Closing, and The Sales Activator

Result

Feedback following the course was excellent. All of the delegates gained valuable knowledge on how to interact with clients. Revenue was generated on the fuel cards and stronger better relationships have been built with clients as a result of the programme.

“Ric recently ran a course through Learning Cog for our company sales people. Following a number of really enjoyable & energetic days of learning and developing both professionally and personally from Ric I am more than happy to highly recommend him. I have been using the skills he taught me to wonderful effect.
When I read Winston Churchill’s quote ‘I am always ready to learn although I do not always like being taught’, I can only wish he had the opportunity to learn from Ric Hayden”

Lenora Moreton, Ground Handling Sales Manager EMEA at Universal Weather and Aviation