A Fortune 500 company approached Endurance Learning to develop a training program to encourage sales representatives, many of whom who had sold a
consumable product for decades, to embrace and sell a new service.
Traditionally, they sales reps had focused on selling a product that everyone needed. Now, they were asked to sell
a service that went well beyond their core business and would require the sales force
to engage in a consultative selling process. For some sales representatives, talking
about this new service went beyond their knowledge base, experience, and—thus—
their comfort zone. Other sales representatives were resistant to adding new services
which could dilute their focus, disrupt the status quo relationship they had with their
customers, and perhaps even upset some customers and therefore lose sales.
Download Improving Sales with a Skeptical Audience to learn more about how Endurance Learning helped the organization overcome the doubts of their salesforce and create the building blocks for confident salespeople.