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The Customer:
 As one of Caterpillar's leading power systems distributors worldwide, Mustang Power Systems provides power packages for a variety of land and offshore applications and specializes in the design, engineering and fabrication of state-of-the-art engine packages in a vast range of power ratings. A growing demand for efficient as well as environmentally friendly power has helped establish Caterpillar and Mustang Power Systems as leaders in these markets.
The Challenge:
- Overall reduction of customer budgets and spending
- Customers relying on objection tactics to disrupt the sales process
- Increase in cost of production and transportation
- Dramatic decrease in competition’s prices
The Solution:
- Learn how to build trust with different behavioral types
- Communicate value through the entire selling interaction
- Fully analyze customer organizations and their driving forces
- Anticipate and handle negative behavior and objections
- Role-play “cold calling” skills and gain an understanding of prospecting
- Learn how to get an agreement to act to bring closure to discussions
- Self-evaluate implementation of skills and ensure lasting results in performance
The Breakthrough:
- $585,000 purchase order placed as a direct result of SPORTS Model application
- Defused difficult customer objections
- Now develop improved customer relations on a daily basis
- Use FAB Statements to establish and reinforce positive differences from the competition
Skill Areas and Business Processes Impacted
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Material Components
- 3 Customized Role Play
- Workbooks
- Visual Reinforcement
- Case studies
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SPORTS Model
- Setting Direction
- Problem Clarification
- Offering Options
- Recommending Solutions
- Testing for Agreement
- Synthesizing and Sharing
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Targeting Four Specific Buyers
- User Buyers
- Technical Buyers
- Financial Buyers
- Executive Buyers
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Interaction
- Application exercises
- Practice exercises
- Group discussion
- Coaching and Feedback
- Immediate practical application
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