Developing a world class sales process

Background

Norway-based cruise company Hurtigruten is reaching new horizons in Exploration travel. They needed a sales process that reflected this across their sales centre in order to continue to deliver special customer experiences in five international markets.

What We Did

Rather than deliver a traditional off-the-shelf solution, we worked in collaboration with Hurtigruten to deliver a bespoke solution that incorporated scientifically validated influence and persuasion principles at every stage of the sales process.

We created a full suite of training materials, including Leader Guides, audio and visual assets translated into four languages to embed this new sales approach across the organisation and increase selling success.

Outcome

INFLUENCE AT WORK and Hurtigruten continue to collaborate with the recent roll out of a sales testing programme to investigate how sales can be optimised using behavioural insights with customers on board their fleet of ships.

Client
Hurtigruten
Service
Consultancy & Training

"We worked together with IAW to create a sales program that belonged to Hurtigruten, reflecting and enhancing our sales processes. The classroom sales training was fun and engaging and the learnings could be put into practice right away.  The IAW team were very attentive to our needs  and were a pleasure to work with."

 

Manager of Strategic Projects