The Customer:

As one of Caterpillar's leading power systems distributors worldwide, Mustang Power Systems provides power packages for a variety of land and offshore applications and specializes in the design, engineering and fabrication of state-of-the-art engine packages in a vast range of power ratings. A growing demand for efficient as well as environmentally friendly power has helped establish Caterpillar and Mustang Power Systems as leaders in these markets.

The Challenge:

• Overall reduction of customer budgets and spending
• Customers relying on objection tactics to disrupt the sales process
• Increase in cost of production and transportation
• Dramatic decrease in competition’s prices

The Solution:

• Learn how to build trust with different behavioral types
• Communicate value through the entire selling interaction
• Fully analyze customer organizations and their driving forces
• Anticipate and handle negative behavior and objections
• Role-play “cold calling” skills and gain an understanding of prospecting
• Learn how to get an agreement to act to bring closure to discussions
• Self-evaluate implementation of skills and ensure lasting results in performance

The Breakthrough:

• $585,000 purchase order placed as a direct result of SPORTS Model application
• Defused difficult customer objections
• Now develop improved customer relations on a daily basis
• Use FAB Statements to establish and reinforce positive differences from the competition