Case Study
Case Study
American Express Bolsters Sales Team Confidence and Drives New Sales
The situation:
Pascal Guignard of American Express Europe has known Steve Giglio for more than 15 years. “Before I first worked with Steve Giglio, I thought I was a very good sales person,” he says. “I had a great deal of confidence in my abilities. Then he showed me the reality and I knew I had some work to do.”
Guignard was communicating different messages through his words, body language, eye contact and attention to client questions. Steve started by honing sales fundamentals, something he stresses in all of his sales training programs. He created a system for preparing for each sales call, learning about the client’s business and competition, and how to tailor a sales presentation.
The result:
Guignard increased his confidence, generated more sales and quickly grew his role at Amex. Having personally benefited from working with Steve Giglio, Guignard brought him in to work with his teams. Now the Amex teams are well prepared, effective, assertive, motivated and, ultimately, more confident.
“I am continuously amazed at the level of detail Steve brings to his training sessions,” says Guignard. “He knows our business. And that inspires our teams to mirror Steve’s level of professionalism and integrity. Steve makes a big difference long after he’s done with the training.”
ALSO SEE:
Consistent Sales Approach
Improved Sales
Deal Closing Proficiency
Steve Giglio knows that confidence comes from comprehending a client’s business. To sell efficiently you must have a strong understanding both of the competitive landscape and the true benefits of your product/services. To win critical “trust” you must show the client that you “get” their business. Yet most sales professionals never take the time to gain that kind of insight. Steve Giglio provides them with a tailored, systematic approach so that confidence rises and sales come easier…and faster.
All sales teams should speak in one voice. But this can be difficult to achieve, especially if you have a diverse sales force. Steve Giglio’s sales training programs focus on tailoring the sales message so that everyone is delivering the same key value propositions. Off-the-cuff presentations will be a thing of the past. Professional, well researched and focused, your sales calls will result in more closed deals.
Securing new business is always a constant challenge but, during this economic storm, retaining and expanding existing business is even more difficult. Steve Giglio’s sales training programs ensure that your teams are constantly learning about your current clients, anticipating their needs and delivering solutions. After working with Steve, your sales people will be seen as trusted advisors with the ability to close deals more effectively.
