Tartan Color is a Canadian-based chemical distributor representing a full selection of premium-quality products to the following industries: Paint, Plastics, Printing Inks and Construction Materials
Website: https://www.tartancolor.com/ Founded 1987
Business Issues
- Grow revenue
- Proactively manage cost of sales
Challenges
- Sales professionals found it difficult to differentiate solutions resulting in discounted pricing to close deals
- Sales team not consistently gaining access to decision makers and when they did, dialogue was not meaningful
How We Helped
- Trained sales and executive management in StorySelling and Overcoming Objections
- Particular attention to developing customer value stories
- Provided 30-day one-on-one coaching for each sales rep following the training.
Result: Increased sales team ability to generate additional revenues and referrals by overcoming sales process objections.
