Presenting in a Sales Call
British Airways is the flag carrier airline of the United Kingdom. It is headquartered in London, England, near its main hub at Heathrow Airport. The airline is the second largest UK based carrier, based on fleet size and passengers carried.
Background
I worked with British Airways for a number of years on a variety of projects. This project was for sales people across the European network. The training was for sales people in most European offices.
I completed this project prior to starting itd.com.
Need
The specific need was to help sales people present data to their customers in a sales call. This meant performance data that was aimed at encouraging future sales. How to introduce the data in a seemless way and use it to motivate action was key to the training.
Activity
We desigend and delivered a day trainig for sales people in groups by country. Adapting each session for specific country challenges and culture was essential to get buy in from the sales people and for the training to be useful.
Following a pilot, the training was delivered in France, Belgium, Netherlands, Portugal, Spain, Italy, Germany, Switzerland, Austria, Czechia, Poland, Russia, Greece, Turkey and Hungary.
Outcomes
Each sales person completed the training and gained lots of tips and ideas for using data in a sales call. They applied this to actual sales scenarios, which prepared them for sales calls the very next day.
Participant feedback
“Excellent training, tailored to our needs.”
“The session was very practical and helpful.”
“Great day, full of practical tips.”
Client comment
An excellent project, well planned and very well delivered.