Case Studies

• Whitehall Government Department
• Global fast food restaurant chain
• Team-Building Solution - Whitehall Government Department
• International NGO - Train the trainer programme
• Hydrocarbon Industry
• British International Schools and Education
• Financial Services Sector
• Global Digital Printing Organisation
• Global Luxury Fashion Brand
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Our client needed the staff of their brand to raise their game. Customer feedback demonstrated that they were not tapping into clients from the Far East, specifically China. Senior executives recognised that they needed a series of modules that would target their sales staff to deliver something different. They wanted to move away from the old-fashioned “feature, advantage, benefit” sales training they were all used to. Fashion just got smarter.

Our solution:

We devised a series of modules that were delivered outside trading hours in short, 2-hour bursts for this international luxury brand. Each module was not only informative and practical but also an energiser at the start of the day prior to the stores’ opening. Our focus was on the neuroscience of the shopper, understanding the psychology of shopping and focusing on the experience of the customer.

The modules were called “How Do I…?” and each focused on the following topics:

How Do I…:

• raise my self-awareness and reflect on the impact I have on customers?
• use consultative selling techniques to develop relationships?
• adapt my behaviour to suit the client?
• develop rapport, honesty and integrity with your clients?
• develop my cultural etiquette with our international clients?
• increase my knowledge about products from novice to mastery of the brand?

The outcomes:

• Staff attendance on all training days was 100%. In feedback they reported that “they were excited about attending development days”
• We used visuals, lighting and music to create atmosphere and energy just before the stores opened
• Positive increase in sales and individual commission of the sales staff
• The organisation recorded a higher retention of staff over a 6-month period and increase of sales of 6% since the training was delivered. They also recorded a 90% increase in clients from china and Japan on the mailing list since the workshops had ended.