GUELPH, Ontario — May 23, 2011 — Training and development experts Juice Inc. reveal the power of effective sales conversations in a new case study featuring PHH Arval.
PHH Arval is a leading provider of fleet management services for corporate clients and government agencies throughout the United States and Canada. After working with Juice, many of PHH Arval’s key sales metrics have improved, such as closing ratio, the number of effective cold calls that resulted in qualified prospects and exceeding the YTD goal in proposals. They have achieved a double-digit growth rate in a market that typically grows at a low single-digit percentage.
The company proactively engaged Juice to increase the effectiveness of both client relations and sales. Juice introduced the Sticking Point™ process—a set of tools to transform the sales conversation from an awkward, resistant “push” style to one of mutual respect and connection. Juice taught the sales staff how to identify their customers’ sticking point. The sticking point is defined as the fear, the block, or the objection that stands in the way of a customer saying yes to a sale.
“The Sticking Point training has become a part of what I do,” said PHH Arval account executive Peter Young. “This is the best approach to sales training I have ever seen, by far. It supports everything else I have been trained in, but it also adds a whole new layer to support me.”
To improve manager and employee relations, sales managers have used skills from the Juice training to conduct what would normally be difficult conversations related to performance issues, to delegate more effectively and to build confidence by pulling problems and solutions out of employees rather than lecturing or scolding them.
“It’s a salesperson’s job to really understand the client or prospect, rather than simply trying to sell to them,” said Cheryl Rayfield, Juice’s director of client services. “The Sticking Point process gives salespeople the tools to transform the sales conversation to build better relationships—and better sales figures.”
Juice Inc. delivers training and development services to increase employee engagement and productivity. Juice works with companies that want to build a productive culture and understand that interactions between people are major drivers of organizational success. Juice’s conversation-enhancing methodology delivers a process for improving the human experience in the workplace, while driving employee performance and business results. For additional information, visit www.juiceinc.com.
This press release was distributed through PR Web by Human Resources Marketer (HR Marketer: www.HRmarketer.com) on behalf of the company listed above.