LSI has been established in the utility industry since 1994, making them one of the first companies to operate in a deregulated market.
The challenge
LSI Energy supply utility contracts to a wide range of organisations and businesses in a highly competitive and dynamic market. With an award winning customer and after-sales service LSI Energy continuously strive to improve business and customer service through learning and development. Up until this time, LSI had conducted all training “in house”, however, due to time pressures and the fact that an expert in changing behaviours would have more impact, LSI came to Mercuri for help in transforming customer liaison. The aim was to inspire confidence in the Account Managers and Telesales Teams, especially in understanding the customer’s business needs and priorities, and to develop best practice business development processes.
Our Solution
Mercuri worked closely with the management team to develop a blended learning programme, tailored to LSI’s exact requirements. To facilitate learning Mercuri delivered Sales Excellence workshops to the LSI Energy sales teams, preceded by online blended learning programmes directly linked to the workshop topics:
- Creating business relationships
- Making the best first impression
- Creating a positioning statement using the frame concept
- DAPA – a proven Mercuri concept that breaks the sales process down into four logical steps
- Presenting the solution and gaining commitment
- Handling price
The result
“Great programme. I was able to use the concepts learned at the training session the very next day with great success.”
“I would have no hesitation in recommending Mercuri International (UK) to anyone. They are extremely professional and made it a priority to fully understand our business and what we do, which was absolutely apparent in the delivery of the training and resulted in a reinvigorated and inspired sales team.”
Laurence Saffer, Managing Director, LSI Energy
