Sales Case Study

The Challenge .

Hi Tech Business Machines (Hi Tech) is an independent Direct Sales company, that faced tough competition in securing a lucrative order, worth more than £250,000, spread over a 5 year period from a new potential client. 

Hi Tech was against the current incumbent supplier who, because of its size and offices throughout the UK, were in a better bargaining position to supply the products needed at a cheaper cost than Hi Tech.

An advantage of Hi Tech was that they could offer bespoke services to their customers and service licence agreements. Whereas the incumbent supplier due to its size and geography operated a one size fits all policy.

The Managing Director invited D&V Associates to help.

D&V Associates

Our Solution .

We met with the sales team involved and discussed all relevant details. Using D&V Associates Sales Process Model, we showed Hi Tech’s sales team how to operate our model, and they were able to collate all the relevant information and reports, assessed all risks and threats, and developed a working strategy. This included, identifying all options and contingencies and the workings of the potential client.

The Result .

The flexibility and adaptability of our sale process model, which can be used for any Retail and Direct sales, was instrumental for Hi Tech’s success in winning the £250,000 order.

I thought I knew how to sell? Wow, I did not know how to sell. D & V Associate’s sales process model! What a sales tool! It was life changing for me.