Case Study : Consultative Selling

Company Details

About company :  Japanese multinational corp. specializing in medical electronic equipment and technologies with operations in 120 countries across U.S, Europe and Asia.
Employees : 4,616+
Locations : 120 across U.S, Europe and Asia
Project Duration : 6 Months

Challenges & Objectives

• Team is  only  running  behind numbers.
• Team is not comfortable to connect directly and approach new Diagnostic Labs, Lab Technicians, Corporate/ chain labs and Government Hospitals.
• Although CRM is in place, hardly any process is being followed to qualify leads and maintain pipeline of opportunities and closures.
• Conversion rate is currently 1 out of 8 and needs to be improved.
• No pre and post understanding of business.
• Probing to understand customer needs and pitch the solution instead of just push sales.
• Increase conversion rate.
• Updates of customers is missing.
• Following an uniform process from generating leads to closing deals.

Solution

• Identify compatible prospects and follow a set process for qualification and connecting with prospects.
• Adopt uniform process for prospecting, lead qualification, conversion to opportunity and sales funnel planning
• Increase Conversion Ratio – conversion from lead to customer is currently at 12% – Focus on new client acquisition
• Probing and understanding of exact needs through pre-research and from meeting the prospects
• Create and communicate a differentiated value proposition with impact using executive presence and consultative selling skills.
• How to engage buyer in a client-centric conversation at every stage of the sales cycle.
• Ensure successful conversion of sale to closure by highlighting value, resolving objections, negotiating and closing deals profitably.
• Have a short module to cover distributor management

Enablers / Impact

• Quint delivered the Solution Selling program to Airtel in August 2023, receiving a rating of 4.6/5.
• Efficiently identifying compatible prospects ensures that resources are allocated effectively, focusing on leads with the highest potential for conversion.
• A uniform process streamlines operations, leading to consistency, clarity, and improved overall performance across sales teams.
• Probing and understanding prospects’ exact needs leads to tailored solutions, demonstrating a deep understanding and building trust.
• A compelling value proposition, communicated with executive presence and consultative selling skills, sets the organization apart from competitors and resonates with prospects.
• Engaging buyers in client-centric conversations at every stage of the sales