"The Best Job Of Customization We Have Ever Experienced From A Guest Speaker."
Richard Maddox
Vice President, Sales
Blue Bird Body Company

BLUE BIRD CHALLENGE: "In a mature market, substantially upgrade the selling skills and the sales methodology of the entire independent and very comfortable distribution channel." BLUE BIRD SOLUTION: "Have Dirk Beveridge as a recognized, experienced business person introduce the concepts at the firm's annual sales meeting, then follow through with Dirk Beveridge training programs for the entire distribution channel and their sales teams." BLUE BIRD RESPONSES: "Dirk Beveridge's preparation time and his pace during the presentation indicates he is the hardest working man in the business." "His 'sustaining resource' selling skill keynote presentation at our convention generated such positive feedback, we anticipate a large turnout for the more challenging Beveridge Institute training conference." "It looks like our market share will increase 3% over last year. That's phenomenal. Selling 'value' really paid off." DIRK BEVERIDGE'S COMMENTS: "Blue Bird had a superior product that unfortunately generated 'product-oriented peddlers'. We first had to convince the distribution salespeople that a more customer-focused, empathetic, problem-solving, expertise-based selling methodology would produce even greater results. The next step was to train every single sales person how to rise to that skill level…then 'do it'!"

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