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Premier Global Fine Art Auction House Increases Revenue by 18% Through Advanced Negotiation Skills

Premier Global Fine Art Auction House Increases Revenue by 18% Through Advanced Negotiation Skills

Business Issue:

In an industry in which negotiations are critical to business success, a global fine art auction house's top specialists were challenged by the wide range of negotiation scenarios they faced. It was a top priority for the company to maintain strong customer relationships as their reputation relied heavily on the positive experience of their customer and supplier base.

Solution:

To maximise their relationships and the success of their negotiations, Wilson Learning worked with the company to provide a principled negotiation program that focused on the interests of both their customers and their own organisation. This initiative was supported by senior managers, incorporating a robust follow-up and reinforcement system to ensure understanding as well as application of the new negotiation approach and skills.

Results:

The fine art house experienced strong results, including improved customer/supplier relationships, better negotiations and increased revenue. They realised an increase of 18% in revenue that was attributed to the skills learned in the program. Additionally, 100% of the participants said they were able to negotiate more positive outcomes due to the skills they acquired.

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