Evergreen case study- Pest Control
Solutions2Success sales training course reference
The Client
Evergreen Environmental Pest Control is an established North West company which specialise in pest prevention, monitoring and control for the agricultural, commercial, public and domestic sectors.
The Challenge
The owner Dave Pierce wanted to win larger value based contracts within the public and private sector for longer contract terms in order to maintain regular revenue streams for consistent cash flow to further develop the business. Due to increased competition, reduction in domestic contracts and the reduced funds available to councils to fund some pest controlling projects the need to convert potential opportunities for commercial work was vital due to less contracts being available. Having had no formal sales training it was felt a professional sales training course from someone who had a wealth of sales success and experience would fast track Dave to successfully win business in a recession.
The S2S Solution
Dave attended the 2 day Sales Essentials Master Class course and opted for a one to one session with Debbie Sweeney the course trainer post the Open Course. The 2 day course gave him all the essential skills needed to win & develop business from small business one off projects to high value based contracts for corporate and public sector business. The Open course enabled Dave to share learning with other delegates from different industries which was really beneficial and the one to one coaching session honed in on the specific challenges he faced and helped address these challenges and develop a winning strategy to help Dave achieve his aims especially on specific potential customers he wanted to secure business from.
The Benefits
The owner felt the course was well worth the investment, highlighting several key outcomes:
- Greater confidence in selling higher value contracts with increased profit margins
- Development of core sales skills to help win more business and increase ‘hit’ rate
- Improved skills in writing high impact customer specific winning proposals
- Presenting value not cost to customers increasing ‘hit’ rate and order value
- Focus and direction through strategic planning and improved lead qualification
The Verdict
I would recommend Debbie and this course to anyone, especially for those of you who run your own business. I realised you can be absolute expert in what you do but if you do not have any professional sales skills then you will lose business to larger providers who have highly trained sales executives and this is the type of business you really want to win and cannot afford to miss out on. I have already secured some high value contracts and I recouped the cost of the course within a matter of weeks from just applying some of the strategies and methods I gained from Debbie. My only regret is not attending this course earlier when I set up my business as the skills I have gained have been invaluable. Debbie taught me how to use a consultative approach to selling, I felt completely at ease with this approach and found the methods easy to implement and adapt to my own personality and style. Experience to me is everything and Debbie really prove it with the advice and training she gave me, I could see why she was such a high flying sales person for so many years.
Dave Pierce, Business Owner, Evergreen Environmental Pest Control
