Case Study: Mercury Direct

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Case Study: Mercury Direct


Mercury Direct had problems gaining more referrals and brochure requests that were not being followed up.



How we worked with Mercury Direct


Objectives

  • To increase the conversion rates from an inbound enquiry into a booking
  • To increase the average order value
  • To pro-actively gain referrals
  • To make follow-up calls on all brochure requests, resulting in enquiries and/or bookings

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
  • Brochure requests not being followed up effectively
  • Minimal referrals from the existing customers

The Training Course

Sales Doctor delivered a four day bespoke sales training course which included:

  • Telephone manner and techniques on handling inbound enquiries
  • How to follow up on brochure requests
  • How to ask for a referral
  • How to cross sell and up sell to increase the average order value


The Results


Mercury Direct saw an increase in bookings from enquiries and a 30% increase in average order value, ultimately increasing their bottom line by 8%.


  • We increased conversion rates by 33% from an enquiry into a booking.
  • We converted 46% of our brochure requests into bookings; up from 6% before training.
  • We increased our average order value by over 30% per family booking which meant an increase of 8% on the bottom line.
  • My team pro-actively gained referrals, which they never did prior to training.

 


Testimonial Andrea King
  • Andrea King
  • Deputy Managing Director

“We chose Sales Doctor due to their professionalism and understanding of our business. Their training exceeded all our expectations, it was totally tailored around our needs and my team said it was the best sales training they had ever been on.”

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