Petroleum Industry

A multi-national petroleum firm had made a series of acquisitions, and wanted to upgrade the negotiating skills of the new consolidated purchasing department.

Sales Training Needs Assessment

Peak Selling interviewed the Senior Vice President of Procurement to identify the training needs for the entire purchasing department.  Negotiation skills and following a negotiation process were two of the most pressing needs, so we then distributed a negotiation skills survey to the various employees.  The results of this survey identified several common areas for improvement, such as planning for major negotiations, asking better questions, and becoming more skillful at giving and getting concessions.

Sales Training Solution

Peak Selling designed a customized Negotiation Workshop (non-sales) for the purchasing department to address the skill deficiencies identified above.  The workshop focused on external negotiations with vendors and suppliers.  Customized role-plays were written and used so that each person could practice in real life situations.  The workshop concluded with each purchasing manager applying the skills and completing a planning form for an upcoming negotiation.  We monitored the results of these negotiations, and the client reported that the procurement department collectively estimated that they had saved hundreds of thousands of dollars.

Additional training materials available for managers through our Coaching Kit  product line, specifically the Giving and Getting Concessions when Negotiating kit.  

A partnership consisting of several worldwide leaders in the petroleum industry needed to improve community and contractor relations while utilizing an untapped oil formation in a major metropolitan area.

Sales Training Needs Assessment

Peak Selling spoke with the Managing Director to identify the training needs for the cross-functional regional office responsible for managing an oil facility in a major metropolitan area.  Although the employees were viewed as technically proficient, many of them needed to improve their negotiation and influence skills, primarily with outside contractors and the local community and government.

Sales Training Solution

Peak Selling tailored a workshop based on a combination of our Influencing Skills and Sales Negotiation Skills workshops.  The skills and practice activities focused on two relevant groups:  interactions with outside contractors and with community representatives.  A series of follow up and reinforcement tools were used to sustain and support the use of these skills as part of a long term effort to build a new culture based on reaching win/win outcomes with contractors and community and government officials.

A regional fuel distributor and materials handling firm had lost market share, and wanted to upgrade the selling skills of the entire sales team to regain lost business and sell more to new accounts.

Sales Training Needs Assessment

Peak Selling met with the senior management team to assess the strengths and areas of improvement of the entire sales team.  It became apparent that the entire sales team needed a core set of selling skills, and that the newer employees needed some additional skills.  The company had already scheduled a national sales meeting, and wanted us to use the sales meeting as a kickoff for the training.

Sales Training Solution

Peak Selling designed a 1/2 day kickoff session for the national sales meeting that was tailored from our Selling on Value and Essential Selling Skills Workshops.  This initial session focused on core skills needed for the entire sales team.  Because of the time constraints, a variety of Peak Selling reinforcement materials were distributed after the workshop to the sales meeting attendees.  In addition, a separate "elective" session was held later in the sales meeting for the new employees only.  Longer term, the client was so pleased with the initial sales training that they scheduled follow up sessions on additional skills such as handling objections and negotiating.

Additional training materials available for managers through our Coaching Kit product line, specifically, Selling on Value Not Price, Handling Objections, and Negotiation Concessions kits.