Sales coaching

The Challenge

Sonova, a leading global provider of hearing aids, had acquired a significant number of sales stores in North America and was then facing some organizational challenge typical to M&A situations: create a baseline brand for all stores; introduce a uniform sales approach; and, most importantly, mitigate resistance to the unification., Another challenge was to create a sales mentality because many veteran audiologists saw themselves as medical professionals rather than as ‘salespeople.’

How we added value

SwissVBS invited a team from Connect Hearing to its Toronto office for a two-day workshop. Our analysis confirmed that the existing challenges should be tackled simultaneously through a single training initiative.

A series of short, fast-paced, and interconnected modules were created in both desktop and iPad versions. The content sells the idea of the new organization, outlines a customer-oriented service model, instills the essential elements of the new sales process, and helps each hearing care professional learn how to best motivate their clients.

tablet

SwissVBS simulated the Connect Hearing retail environment by creating a world populated with various representative clients, along with a fellow hearing care professional that portrays the most effective behaviours.

Each client features distinct coping mechanisms used to avoid confronting their hearing loss, and each has unique reasons why they’re not ready to buy. The learner is guided through a careful process of collaboration with each client to create a picture of their desired lifestyle outcome. Their goal may be to have fun with their grandchildren again, or safely bike on busy streets. The training’s target audience learns to develop skills they need to motivate their clients, while overcoming typical patterns of customer resistance.

Conclusion

Through a SwissVBS designed internal marketing campaign and in combination with other training and coaching methods, Connect Hearing was able to create sales know-how and brand awareness that united everyone behind a single goal, offering the best possible service to Connect Hearing’s clients. And unite they did: store operators started to change their behaviour to offer even better customer service and achieve better sales results.

The pie chart has been designed for Sonova and the custom sales coaching for Connect Hearing.
This illustration shows a stress-o-meter in a sales conversation - custom elearning development.
Designed for Sonova's custom sales coaching the illsutration shows the Connect Hearing technlogy.
This illustration has been designed for Sonova and their custom sales coaching for Connect Hearing.
The diagram shows the AAA framework of the sales coaching case study of the Sonova case study.
SALES COACHING Sonova Through a SwissVBS designed internal marketing campaign and in combination with other training and coaching methods, Connect Hearing was able to create sales know-how and brand awareness that united everyone behind a single goal, offering the best possible service to Connect Hearing’s clients.
SwissVBS SwissVBS SwissVBS focuses on building transformative Learning & Development solutions for an organization’s most valuable asset: its people.
333 Adelaide St. West, Suite 200 M5V 2G5 Toronto, Canada
+1 416 848 3744
Winkelriedstr. 35 9000 St.Gallen, Switzerland
+41 71 845 5936
Osterwaldstr. 10 / Gebäude G19 - 2. Stock 80805 München, Germany
+49 89 207042 365