Case Study: Dukes of London

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We are sales people that train. We make live calls during training to demonstrate the practical techniques we share.


Case Study: Dukes of London


Dukes of London is a promotional merchandise company. They found their customers were only basing their decision on price, leading to a demotivated sales team.


Objectives

  • To generate more appointments from cold calling
  • To increase the conversion rates from an inbound enquiry to a sale
  • To increase their average order value
  • To gain more referrals

Challenges

  • Operating in a market place where the majority of our competiton are discounting their prices
  • Too many tentative enquiries where people are only interested in a quote
  • Decision being based ONLY on price
  • Sales Team demotivated

The Training Course

We delivered a twelve day bespoke sales training program which included:

  • Telephone manner and techniques on handling inbound enquiries
  • How to qualify and show an interest in your applicant and/or vendor
  • How to qualify and show an interest in your prospect
  • How to cold call B2B companies without rejection
  • How to conduct a meeting to convert more business
  • How to cross sell and up sell to increase the average order value


The Results


Dukes of London increased the number of new business meetings whilst improving their conversion rates of both enquiry to order and from meeting to sales.


  • We increased conversion rates by 63% from an enquiry into an order.
  • We increased the number of new business meetings by over 200% in the first six weeks.
  • The conversion from a meeting to a sale improved by 27%.
  • My account management team tripled the number of referrals they gained from their existing customers.
  • We increased our average order value by over 16%.
  • Our entire team regained their hunger for their role resulting in a consistent level of increased performance.

 


Testimonial Andy Thorne
  • Andy Thorne
  • Business Development Manager

“We hired Tony for Sales Training and he came up with a course that met our expectations and delivered the results which helped the sales team go from good to great. I would highly recommend Tony and Sales Doctor, for the methods they use, the cost effective nature of their offerings and above all the professionalism which they adopt every step of the way”

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