These short Client Studies provide insights into our capabilities and services for our global clients across sectors. We hope there are issues here that might resonate with you.

Organisational Culture

Porsche – sales and after sales development

The requirement for this cultural change programme came as a result of three key factors:

– Firstly the motor trade has historically had a mixed reputation for selling therefore a more service and professional approach was considered more appropriate for a premium brand.

– Secondly, with the change in the economy and the increase in competition the team were now having to actually ‘sell’ rather than ‘take orders’.

– Finally much of the existing training had been focused on the process not the personality of selling and this needed to be looked at.

With this in mind Tim designed and delivered a residential 3 day programme. Combining both the art and science of selling it looked at maximising the relationship with the customer. It covered mind reading and profiling (even using a mentalist to highlight the power of suggestion).

Since the key to success is often down to a mindset the course also included a section of realising the team’s potential through a series of mental and physical challenges. The success of the national programme could be seen not only through the general feedback on service levels but also through improved car sales.