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| Toyota Cars – Dickran Ouzounian & Co. Ltd |
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Situation
Toyota management wanted to raise the confidence of their sales force, and prepare the team for the expected work overload, arising from changes in legislation due to Cyprus’ EU accession.
Solution
Following initial research, the Peter Andreou Group customised its popular Professional Sales programme to meet Toyota’s needs. The aim was to motivate team members to meet the increased workload with confidence, enthusiasm, and above all to achieve company sales targets.
The programme, run in-company, incorporated the skills and strategies needed to increase the effectiveness of the sales team. It covered the sales process in today’s relationship selling system; how to positively influence buying behaviour, power persuasive communication techniques, overcoming objections and closing the sale, as well as gaining customer loyalty through quality customer services.
Delegates were given plenty of opportunity to practice the theory covered during the programme, and as a result they felt confident using their new skills in the work environment.
Outcome
There was visible and tangible evidence that each delegate had developed more of a 'presence'. Delegates said that they had acquired a greater resource, of tips and techniques, to use in difficult situations. Indeed such was the confidence and motivation created that the techniques were immediately put in practice.
Comment
Mr Dickran Ouzounian, General Manager said, "Enthusiasm and success drive, were obvious in our sales force – We managed to achieve our sales targets and finished first in sales for 2003."
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