KeySpan Energy Delivery A Public Utility The Challenge A seasoned sales force needed to become more relationship-oriented and needs-based in their practices. A selling system was needed to create a consistent image of the company in light of deregulation. Previous training in feature/benefit selling was not getting the message across to customers during the sales process. The Solution Assess the core competencies of the sales force with the objective of capitalizing on the strengths of individual members of the sales staff. Design a relationship-oriented, needs-based selling system. Coach individual representatives on its use and observe their progress. The Outcome During the first six months, Unique Selling Systems provided senior management with a re-engineered sales force, that included a complete assessment of each sales person. In addition, Unique Selling Systems designed a "Best Practices Selling System" and personally coached each member of the sales team on its use. A sales presentation was designed which resulted in a better-educated consumer. The Continuation Unique Selling System continues to coach and critique the field sales force on the use of the complete selling system while providing management with comprehensive suggestions for sales management to use for the growth and development of the sales force. Another Unique Selling Systems Success Story "Unique Selling Systems helped us re-engineer our sales force, designed a "Best Practices Selling System" and presentation package, which resulted in a better educated consumer. Then, they taught us how to use it in actual field selling conditions." - Richard Murphy, Vice President, Sales and Marketing
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