HOW CROSSBAR HELPED CLIENT SALES TEAM INCREASE ITS OVERALL SELF - EFFECTIVENESS FROM 68% TO 92%

Client Situation

Our client is a Hong Kong-based multinational real estate conglomerate which offers a wide range of services such as residential development, commercial real estate operation, property management and infrastructure construction & operation, having developed projects in many countries including the United States, New Zealand, Thailand, India, Indonesia, etc. They offer ultra luxury, diversified environmental-friendly, innovative, smart, quality and user-friendly products and comprehensive community facilities and services. They entered the Indian market in the year 2017 and have ongoing projects in New Delhi, Mumbai and Chennai.

Challenges

While ultra luxury real estate market is showing signs of revival in India, the trend is  not similar across markets – As per the research by ANAROCK Property Consultants, Bengaluru has seen decline of 14% in ultra-luxury unsold stock in the first six months of 2019, whereas the stock decline in Delhi NCR was around 2% only. Also buyers are not showing any inclination towards under construction projects. Facing these challenges, our client’s Sales team was finding it difficult to convert the prospects into buyers during / post their visit to the experience centre. The team required an ‘outside-in’ perspective and some effective tools to be used in their
conversations with the prospects and channel partners

Results

The Sales team was able to realise the
power of establishing trust, art of storytelling
and lifestyle selling and better equipped with tools to manage HNI prospects.

SOLUTION

Crossbar created a
customised Sales
Effectiveness Program
and ran it over a month
ensuring no adverse
impact on the day to day
job of the Sales team.
The program focused on
coaching and mentoring
the sales team on
various aspects like
storytelling,
understanding various
social styles, establishing
trust, creating buyers
personas, identifying
underlying ‘needs’ from
‘wants’.
Every subject area was
supported by a role-play
activity ensuring the
participants got
practical understanding
of the concepts and tools
offered.

THIS IS WHAT 'THEY' HAVE TO SAY

Voice of Customer

Dear Crossbar Team,
We would like to express our sincere appreciation,
and we would like to thank you for the quality of
service provided by your company.
We sincerely appreciate your efficient, gracious
service, the level of detail and accountability you have
demonstrated on each training, and the way you
conduct training as a whole. Deliveries are often
received earlier than expected, and you are quick to
resolve any issues that arise and hope you will
continue to provide such excellent service to us.
We have, and will continue to, recommend your
services to other companies and contacts. Our team
could not be more satisfied with your work, and we
look forward to continuing this relationship
All the best,
Regards,
Syed Aswath

“Program was made to the point.
Relevant role plays helped in easy
understanding. I know myself
better now”

“An amazing session giving a
thorough insight about
needed criteria and
improvement areas”

“This Program was like a eye-opener
for me and others like me. Further it
helped many of us to improve on the
skills. The idea to spread this whole
program in weeks is an excellent idea.
Totally a different style of conducting
the whole program”

“I started implementing the new-learnings by past and I am glad to attend and be a part of this workshop. It’s been pretty much helpful in driving a part of me out which was a silent volcano (sleeping)”