 TOTAL FIRE GROUP: EXCEPTIONAL CUSTOMER FOCUSED SELLING TRAINING.
11 April 2009
Thanks for the exceptional two-day training session on customer focused selling that you presented for us during Honeywell Life Safety’s annual sales meeting in Orlando. The training was exactly what we needed to properly arm our sales team to overcome the challenges we face during this economic downturn.
As you know from the Predictive Index assessments of my team, we are a pretty headstrong, tough bunch of sales people who are naturally skeptical of outsiders who promise “lightning in a bottle.” Frankly, the team was expecting the training to be another academic exercise that had little practical application to our particular sales environment. What came as a real surprise to the team was how well you had done your research into our business and how well you understood the obstacles we face as we educate our customers about the features and benefits of our products. Instead of talking just theory, you were able to intelligently focus on the specifics of our business and offer real insight that was directly applicable to our daily sales process. That won my team over right off the bat.
Even though the training took place several months ago, the team still uses the tools we learned during your session. That is proof that the time spent was worthwhile. As you know, sales people keep the tools that produce results and discard those that are ineffective. While we are in the worst market our industry has seen in decades, we are gaining market share, winning major accounts, and staying well ahead of the competition. Results like that don’t come by accident; they come by hard work, dedication, and effective training and focus. You can take some of the credit thanks to the terrific work you did for us in Orlando.
Thanks again and we look forward to our next session with you!
Sincerely,
Tony Wyman
Vice-president of Sales and Marketing
Total Fire Group by Honeywell |
