Slattery Sales Group Case Study


Decision Processes International Case Study

How do you sell a service to clients who don’t know they need it and may need to check their egos just to listen to your ideas? Decision Processes International (DPI) is a global consultancy full of strategically brilliant and accomplished business people who offer powerful strategic help for companies—but they found themselves selling to the wrong prospects and stuck in endless sales cycles with low hit rates.

They needed to be able to navigate gatekeepers and get conversations with CEOs, and then they had to master a few seconds of conversation aimed at getting a resistant stranger to admit they might have value. Because many CEOs are carrying out the strategies they created themselves, the conversation about purchasing strategic services could come across as threatening. DPI’s consultants needed to become masters at immediately demonstrating their expertise through well-crafted questions.

“Once you master this way of selling, you get your dignity back as a sales person,” said Mark Thompson of DPI. “Everyone likes to spend time with prospects who recognize their differentiating value, so now we only seek to talk to them, not everyone else. Not everyone is a prospect. Terry showed us how to find the qualified ones quickly.”

Terry worked with DPI to help the consultants think through the motives of the prospects and understand what questions would cause them to want to have a conversation about strategy. They learned how to penetrate the fortress of the company and set up milestones to make sure they were on the right track.

As a result, the consultants who implemented Terry’s work saw a significant increase in incoming revenue. They began consistently doing business with the right people at the right companies. By engaging the real decision-maker early in the sales process, they also saw their strategic work used by the rest of the executive team at much higher rates. In addition to becoming much better sales people, Terry’s training allowed them to deliver their strategy more effectively into their client organizations.

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