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:  http://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.

 

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