Soaring Sales

Challenge

Increase the sales team’s prospect conversions and referral rates.

Like many financial services organizations, Investors Group faces a range of sales challenges. In a crowded market, customers are tired of sales pitches before they begin. Many Generation-Y buyers are already weary of large financial entities or aggressive sales pitches. Add to this the fact that prospective customers may view investment and insurance products as “non-essential” purchases, and you’ve got a tough market to break.

Solution

Empower the sales team with cognitive sales strategies to improve performance.

We met with sales staff to better understand the roadblocks they were facing, and to identify the solution that would have the most impact to their bottom line.

Informed by the most current research in sales psychology and behavioural science, we developed a learning program to target key sales challenges. Delivered in two half-day sessions, training focused on agile thinking and enabling sales reps to quickly navigate a range of cognitive biases they may encounter with prospects and clients. We created simulated sales situations, replete with objections, psychological roadblocks, and opportunities for reps to apply their new cognitive skills.

Result

Sales performance increased, and conversion rates improved among sales reps who completed the training.

Our workshops were incredibly well-received, and the sales team reported that the activity-based approach boosted engagement and helped them apply new cognitive sales tactics – and sometimes use cognitive biases to their advantage – in the field.