Richard Pitt (Former Managing Director, Primary
General). Currently Head of RBS Business Insurance
Services.
Video Testimonial
Transcription
At a time of great change, it is essential as individuals
and as organisations that if we are going to invest, we invest only
in those things that deliver great value for money and have got a
proven track record.
I'd like to to take 2 minutes of your time to walk you through an
experience I had using Chris Cooper and CC1 that delivered an
unprecedented return on investment.
I have been through many sales programmes in my time, whether they
were based on features and benefits, closing the deal or overcoming
objections but I always felt that I was missing out on something,
something at a more deeper emotional level. At an organisational
level we got used to transactional selling, winning case by case
but we never had peace of mind that what we were going to get
repeat orders. So I went to Chris to talk him through the
challenges we were facing and it became clear that Chris is hugely
passionate about understanding people, what makes them tick,
building emotional relationships and it was kind of the dawn of a
new day for me. This emotional selling was what I was really
looking for.
We put together a programme that was delivered to about 100
people but because they were from a whole diverse background, we
needed to create a language that everybody could buy into
whether they had salesman in their title or not. That led to a new
language, the dawn of a new language that was adopted and
implemented during the training programme and follow up that Chris
delivered. Yes, there was some classroom based training, usually
every other month but that was cleverly interspersed with telephone
conferences. The training was very practical based and enabled the
people who went through the programme to practice their new skills,
practice their new learning, practice their new language and that
built confidence. That confidence could then be used day to day in
between the training experiences that people went through. The
telephone conferences were a good touch base for people because
they were able to share their experiences and their learning and
the successes that they had with the rest of the team that went
through the programme. That gave great confidence and people really
embraced the changing language.
What did that deliver? Well, that delivered a much greater
frequency of order, the value of order that we got went up, we had
emotional relationships that were long lasting. So, as the economy
changes, those relationships that we have built stay true , they
hold true, they are not transactional they are really meaningful
relationships that deliver mutual value.
Chris delivered something that I thought was groundbreaking, it
was fantastic and I would encourage any organisation that was
thinking in investing in their people and at the end of the day our
people are our greatest asset, to talk to Chris and to CC1 because
I genuinely believe they will deliver something that you will see a
tremendous return on investment for.