Case Study: Ocean View Operations
Ocean View Operations is a direct sales company specializing in Door 2 Door, B2B, and Event type sales.
They partner with various companies to sell their products through one of those 3 channels.
Recently they'd picked up a new client that sold products they had little experience with: telecom.
They partnered with Rogers to sell their TV, Internet, and security packages but making the switch was hard for some of their reps as they were used to product sales of physical goods.
That's when we stepped in to teach them unique strategies on selling services and package deals.
Success We Delivered
With a revision of their pitch and a few sessions on building value in bigger decision purchases, we were able to double their revenue production with their new program as their reps started closing more deals.
Increased revenue from 20k P/M to AVG 40k P/M
2x
Bi-Weekly Revenue
A message from one of their reps:
Main Focus
Working with Ocean View Operations we had to focus on a bit of a mindset shift. Many of their reps only sold smaller-no-commitment products like car cleaning supplies, massage therapy equipment,home diffusers, etc....
That being said, they were very focused on the pure numbers / law of average, talking to as many people as possible, which is great, but we noticed many times they were too quick to brush off an interested customer.
Because they were now selling important monthly subscriptions like TV, Internet, and Home Security, we knew we had to have more focus allocated to building value in the product and creating a need for the prospects. We tweaked their pitch to ask more questions that drew out negatives about their current service, successfully developing deeper needs for an upgrade, and leaving space for their reps to make suggestions.
This allowed them to be more efficient with their leads instead of burning through them. They were able to double their revenue while using almost half the territory, spending more time with customers that had a genuine need, building enough value to ensure the deals actually went through.
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