Get close, stay close

Abstract

If you are in the business of selling, the question you have to ask is how to add value. At Finning UK, the distributors for Caterpillar, training delivered by STC has been designed to help the sales team develop a range of skills and techniques that enable them to get closer than ever to their customers. This included ways to develop the customer conversation so that you build trust and qualify the sale. So what impact has this had on the business? According to the company’s figures, Finning’s market share of retail orders rose from 6.7 per cent to 10.0 per cent following the training and not surprisingly that’s a result with which they are delighted. So what did the STC training deliver that proved so successful?

Citation

Landale, A. (2004), "Get close, stay close", Industrial and Commercial Training, Vol. 36 No. 1, pp. 35-37. https://doi.org/10.1108/00197850410516102