Allport Netherlands is a full-service air and ocean freight shipping agent with a strong, worldwide network and a broad array of international logistic services.
What was the situation?
Allport Netherlands is a joint venture of Allport Cargo Services Ltd., the leading British expedition and logistics group. In 2010, Allport merged with CS Logistic Holdings Ltd., expanding the network to 5500 employees at over 70 locations across the world. With an annual revenue of over 1 billion US$.
Victor Wever, Managing Director and owner of Allport Netherlands had been looking for some time for a suitable partner that could help further develop the ambitious sales team.
After our meeting and the proposal that you put before us, I immediately felt that you understood what I was looking for.
Training are always good, but your added value was mostly felt in connecting the theoretical content to our daily practice. This gave me the confidence that the investment would yield a good return. You are driven, enthusiastic, and hands-on, while offering many intelligent concepts.
Most important results?
- Putting more thought into sales. The first point of profit has been that it forced us to give more thought to the way we want to organize our sales activities. We gained a better understanding of the sales process and the various stages involved.
- Being able to better sell value. We are now better equipped to understand the client’s actual needs and to acknowledge and connect to our added value; worldwide logistic services combined with knowledge of the local market, personal attention and flexibility.
- Being more prepared and able to respond to the client. Insight into the psychology behind the client-purchasing process has also brought us a lot. Our salespeople go into their talks more prepared, and capable of recognizing signals.
- Visibly increased confidence. Studying themes and trends in the market, but also the person you’re talking to, provides added baggage and confidence. Clients notice this and that dramatically increases the chance of a successful sale.
I am more than satisfied! Motion5 shows just how interesting sales can be. By thinking about market development as a team, and using that to implement a successful strategy, that gives a lot of satisfaction!
CORE© Selling Skills, Sales Performance Coaching.