Client Feature: Arthritis Foundation
OVERVIEW
Arthritis affects one in four people in the U.S., nearly 60 million adults and hundreds of thousands of children. The Arthritis Foundation is boldly pursuing a cure for America’s No. 1 cause of disability while championing the fight to conquer arthritis with life-changing science, resources, advocacy and community connections, and envisioning a world where all people with arthritis are living a life without limits.
The Arthritis Foundation hired For Momentum to deliver a two-day Consultative Sales Training (CST) workshop to nearly 100 employees. The group included a range of national development staff in corporate, major gifts, special events, and field leadership, including executive and associate directors.
STRATEGY & ACTIONS
For Momentum developed a two-day custom curriculum focused on improving communication to build collaborative partnerships based on the four components of the consultative sales cycle:
Preparation
· Prior to the workshop, Foundation staff took DISC assessment tests to identify their personal behavior style
· For Momentum reviewed a wide range of the Foundation’s materials including sales process tools, collateral materials, development goals, organization team charts, position descriptions and other relevant content to identify needs and assets unique to the Foundation
Day 1: Interpersonal Communication Style Assessment
· In-depth learning and analysis of individual communication styles revealed an understanding of how to effectively leverage improved communication across all other styles
· Presentations, individual exercises and group activities focused on refining interactions both internally and externally with emphasis on selling and building collaborative partnerships
Day 2: Consultative Sales Skills
· Mastery of the four components of the consultative sales cycle – prepare, explore, create and steward
· How preparation affects the entire sales process
· Effective questioning and active listening techniques
· Enhanced negotiation and objection-handling skills
· Tailored solutions to address individual business goals and challenges
RESULTS
The Arthritis Foundation leadership shared that the training unlocked new approaches to their sales process that will enable team members to build and maintain strong relationships with corporate partners. Workshop attendees provided strong feedback through evaluation surveys that the training was engaging, relevant and provided practical tools that will directly help them in their development roles by producing more impactful proposals and developing meaningful partnerships.
WORKSHOP FEEDBACK:
“I learned a lot and have a solid background in corporate sales and marketing. Things change and evolve, and I learned updated techniques. Also, I will now be more efficient in my outreach.”
“I learned SO much. I can’t think of anything I’d change.”
“Everything presented was valuable. I appreciate the thought put into the training and the impact it could have on my ability to do my job even better.”
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