Case Study: Jury’s Inn

Slide background

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


How we worked with Jury’s Inn


Objectives

  • To increase the conversion rates from an inbound enquiry into a booking
  • To increase their average order value
  • To proactively gain referrals
  • To make more show rounds and improve the conversion into a booking
  • To generate more meetings from cold calling

Challenges

  • Operating in a competitive market place which had become largely price driven
  • Too many tentative enquiries where people are only interested in a quote
  • Quotes not being followed up effectively
  • Referrals not proactively asked for
  • Lack of new business meetings made by cold calling
  • Poor feedback on our customer service

The Training Course

Sales Doctor delivered a forty eight day bespoke training programme (4 days a month) which included:

  • Telephone manner and techniques on handling inbound enquiries
  • How to follow up on quotes
  • How to ask for a referral
  • How to cross sell and up sell to increase the average order value
  • How to manage the sales team
  • How to present effectively
  • How to deliver world class service


The Results


Jurys Inns saw a dramatic boost in customer confidence, more bookings and ultimately an increase on the bottom line.


  • We increased conversion rates by 28% from an enquiry into a booking, resulting in an additional £240,000 Net profit over the year.
  • We increased our average order value by over 12% per booking.
  • My team proactively gained referrals, which they never did prior to training.
  • We increased the number of show rounds by over 40% and increased the conversion into a booking by 21%.
  • My team almost doubled the amount of new business meetings generated from cold calling.
    Our customer feedback surveys showed a dramatic increase from 55% to 91%.

 


Testimonial Stuart Leckie
  • Stuart Leckie
  • Head of Sales

“We were very impressed with the professionalism and enthusiasm that Sales Doctor brought to the table. All our delegates thoroughly enjoyed the training and it is making a huge difference to our business. The creativity, motivation and attention to detail by the trainers transformed a difficult subject into something enjoyable and commercially successful. We will certainly be using Sales Doctor in the future.”

GET YOUR EBOOK

Hundreds of Practical tips you can implement immediately to achieve better results over the phone.



GET MY EBOOK

Don’t Worry! We hate spam too.
Your address will NEVER be shared