Bernadette McClelland - Sales Leaders Global

CONSTRUCTION

The Allcon Group is a family business with over 100 years’ collective experience in concrete construction equipment.

With second and third generation family members, passion is not lacking.

What was lacking was the ability to ‘consultatively’ sell in a heavily product based environment. 

STREAMLINE YOUR PIPELINE REDEFINE YOUR BOTTOM LINE - Revenue Strategies that Drive Results 

RESULTS

Managing Director, Bruce Weeks engaged Bernadette McClelland (as a result of her LinkedIn prospecting efforts) to work with the team over an extended period of nine months.

Over that timeframe, through workshops, coaching, role playing and the successful completion of ‘The Selling Game’, behavioural shifts were seen with the team moving from a very product focussed, brochure driven sales process to one where prospecting efforts and more importantly the ability to sell value in a price driven industry was based on the buyers expectations and journey.

‘The team were constantly engaged and two of the areas we saw the biggest shifts were in the crafting of our key message where we were able to connect more fully with the customer in the initial call and build the relationship to the point of increasing our sales as well as the ability to ask stronger questions to get our buyers perspectives’

Managing Director, Bruce Weeks, Allcon Group

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