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Z Corp enlists PBR Recession-Busting Sales Training Methods

BURLINGTON, MA | Feb 11, 2009 | Z Corporation enlisted Performance Based Results to re-energize their sales team methodologies to combat the current global economic downturn. Paul Cherry of PBR stated a series of highly charged sessions entitled, Selling-in-a-Tough-Economy focused on questioning techniques to help maintain Z Corp’s competitive edge. Ineffective questioning methods used by Z Corp in the past were compared to new and more effective techniques that need to be implemented right now. Z Corp representatives made a point that PBR’s ability to customize its methodologies to their specific industry challenges was the key to the sessions’ success.

Some examples of what Z Corp salespeople were doing wrong included:
  1. Selling products not the solution.
  2. Asking superficial questions—not listening to what the customer is saying.
  3. Being simply, an “order-taker”.
  4. Not knowing how to ask, when to ask, or what specific questions to ask.
  5. Prematurely pitching a solution when they should be asking additional questions.
Selling-in-a-Tough-Economy stressed incorporating “out of the box” sales questioning practices that give Z Corp sales teams…
  • The tools to differentiate themselves in a commoditized market.
  • The power to ask great power-probing questions.
  • The ability to discover the customer’s true motivation to buy.
  • The techniques to build stronger customer relationships.
  • The competence to create a sense of security that only dealing with Z Corp can provide, especially in this trying market.
About Z Corporation
Z Corp develops, manufactures, and markets printers which are used by companies to make prototypes for products for functional testing. Its technology advantage, proven management, and worldwide channel partner network make Z Corporation uniquely able to develop the billion-dollar market for 3D printing.
About Performance Based Results
PBR is a sales training and leadership development firm located in the Philadelphia metropolitan area. It specializes in customized on-site training workshops that emphasize questioning techniques that enable participants to improve customer relationships, increase sales quotas, qualify new prospects, and become better leaders. Custom webinar training and one-on-one coaching are also available. PBR has helped over 1,200 organizations in every major industry ranging from small family-owned companies to leading Fortune 500 corporations. CONTACT: Paul Cherry, 302-478-4443, cherry@pbresults.com
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