Moved to consultative selling: a more credible pipeline and twice as many deals closed

Doc Solutions helps finance, healthcare, government and maquila organisations automate document-based processes. It had an exceptional team, but a broken commercial process: it believed it sold consultatively, yet the stages lacked detail, indicators and techniques, and reps were offering products rather than solving the client's specific problem.

SalesStar ran a workshop with the whole team to break the process down into stages, objectives, positioning messages, unique value propositions, techniques and objection handling, then coached closely to make sure the new consultative process was applied. Closed deals have doubled against the same period last year, and the pipeline is far more credible.

We dedicate ourselves to listening. We talk less and less and listen more and more, and we have a far more effective process, much more geared towards closing opportunities, with a much more credible pipeline. We're currently doubling our closes compared with the same period last year. It changed our mindset towards listening rather than selling, and once you listen and let the client say what their problem is, what their pain is, the sale happens by itself. I'd highly recommend working with SalesStar: they listen, they know how to guide you, they understand your problem and they implement a real commercial methodology alongside you.