Fact-Finding/Product Recommendation Software Implementation

Challenge: Change the field sales culture from a "product push" to "needs-based" selling in order to generate larger, more persistent sales.

Actions: Identified, purchased, and customized an electronic fact finder which collected consumer data and identified and prioritized their needs. Subsequently purchased and customized software which recommended the appropriate proprietary product(s) to meet those needs.

Results: This system was a big hit with consumers, who felt that they were getting objective, customized recommendations, instead of "what would earn the salesperson the biggest commission." Sales made with the software averaged 32% larger. Also, new salespeople became effective months earlier because the recommendation software incorporated the knowledge of highly skilled veterans, allowing new salespeople to make equally appropriate recommendations beginning on day one. This gave the new salespeople much more credibility with prospects and increased the new salespeoples' confidence, which increased their sales.