Clients and Case Studies

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Verizon

Created specialized Selling Below the Price Line program for Verizon teams that led to customer service training as well as a full retail program. Sales improved 34% in the next two quarters and Bell South made the program into a video requirement for all sales associates.

New York Life

Delivered Selling Below the Price Line to San Diego agencies over a three month time frame. Agent retention improved 60% in the next six months and sales improved 25% in the next three quarters. As a result the program was presented to the CLU association and subsequent programs were delivered.

Acura

Cerritos Acura brought in Selling Below the Price Line in 2004 and 2005 for their new car sales, used car sales, parts, service and Internet Sales. Result was an improvement in unit sales of 27% for the next two quarters and recommendations to Honda agencies in four counties.

IBM

Selling Below the Price Line was delivered to a management group with train the trainer projects that were taken to direct sales teams in the North Eastern markets. Sales of business units improved 11% over the next two quarters.

Motorola

Selling Below the Price Line was brought to Motorola at the Illinois offices for use with all sales team leaders – presentation in Florida conference location. Result was a 12- month follow up program used to train all cellular phone unit sales teams. Sales improved 68% over the next three quarters.

Sprint

Selling Below the Price Line was taught to all Sprint sales team leaders over a six month time frame. Sales at the retail level improved 23% over the next 90 days. Training is now a standard basis for retail and agent sales teams.

AT&T

Selling Below the Price Line was taught to all retail operations managers over a six month time frame with an additional six month follow up series of project assignments. Sales improved 43% over the next two quarters and the training is now standard requirement for the retail division managers.