Two testimonials from Chevron Chemical Company on a sales training relationship that has spanned decades — from a participant's perspective and from sales leadership.
From Laren Shoup, Technical Service Engineer:
The Value Added Selling course offered by the Baker Companies is, I feel, the best investment toward business and sales skills I have ever made. With the "real life" drills done in the class to simulate situations that would occur in the business field, it committed more information to memory than any previous class I had been to.
I especially liked the "FAB" exercise, in which everyone had to state as many Features, Advantages, and Benefits as they could in two minutes on a product or process they were trying to sell. This brought together a lot of information I had and put it into a format that was easy to understand and follow. I feel confident that what I will tell any buyer will now be more structured and much easier for them to understand since I have learned the concepts the Value Added Selling seminar teaches its participants.
From R. Peter Toohy, Manager of Plastic Sales:
As you know, Chevron Chemical Company's plastic sales organization has successfully used BCI's training methods since 1982. Back then it was apparent we needed to train our sales people, but there was a healthy discussion on "how" to train them. There seemed to be agreement that sales skills need to be taught and then reinforced and enhanced. The selling skills courses did indeed do that. Each skill was covered and then practiced.
What really differentiated your format was the use of role plays using our products and services and the extensive video taping. When we started with Baker, we became very involved in the preparation of the role plays. Our thought was we wanted them to involve our business and to reflect the current market situation. After a few years we changed our minds and wanted them rewritten to reflect the changing market situation, as well as to be more "generic." Our thinking was that a more general form might allow the participants to focus less on the content and more on the skills to be utilized.
Our sales organization has matured and improved its professional selling skills as a result of your training sessions. We look forward to continuing to build on this solid foundation.
Chevron Chemical Company
Marietta, Ohio · Houston, Texas
Laren Shoup, Technical Service Engineer — R. Peter Toohy, Manager, Plastic Sales
