Case Study:
ASC Finance For Business
Proten Sales Development was chosen by ASC Finance For Business to take a close look at how their team present their range of finance solutions to new and existing clients.
INDUSTRY
Business Finance
FOUNDED
1986
RESULT
Increased Confidence in Selling Services
ASC Finance for Business has been established for 50 years and helps ambitious and hardworking business owners throughout the UK to obtain commercial, business and property finance.
The business is an independent business finance broker and support clients through contact with an experienced Director who has a strong commercial background and real experience, who is able to understand what is important and is equipped to arrange the right finance for the client
“I found the Sales process explanation and the session talking through common objections
and how to handle them very beneficial.”
The Challenge
The world of Business Finance has changed dramatically in recent years – the days of small businesses approaching their bank for finance services have gone, leaving business owners unsure of what types of finance are available and where such services can be sourced.
With ambitious growth plans, the directors were acutely aware that to continue to grow, it is vital to ensure that selling and funding services is conducted in a professional and effective manner.
The Approach
An interactive session was run with the sales team members during which we introduced new questioning and qualification techniques, focused on identifying areas where true commercial value could be delivered and addressing specific business problems that potential customers may be facing.
Attendees were given guidance on how to develop effective elevator pitches and a set of standard qualification questions.
We also considered a range of techniques for handling customer objections.
Role play sessions were video recorded and reviewed during the session in order to provide specific and immediate feedback and recommendations to the attendees.
The Results
The sales team is now able to introduce ASC services more effectively, quickly identify potential problems that their services can address, and handle customer objections with greater confidence, thereby increasing the likelihood that sales can be generated.
The Client’s View
“The focus on the Impact of the sales process was good, and something which was previously overlooked / only briefly referenced”.
“I found the Sales process explanation and the session talking through common objections and how to handle them very beneficial”.
– Trainees from ASC Finance For Business
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