Empowering Smartlease with Advanced Negotiation Skills

Situation:

SmartLease Mexico, a vehicle leasing company specializing in cargo vehicles, faced intense competition in the Mexican market. Competitors are known for using aggressive tactics, offering big discounts, and spreading misinformation about SmartLease's cargo vehicles to gain more customers. These challenges led to difficulties in retaining customers and posed a threat to the company’s profitability.

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Solution:

Powering Impact Learning delivered a tailored, hands-on negotiation training program. This program included advanced techniques for counteracting competitor discount strategies, understanding client personalities, differentiating between personality-driven behaviors and negotiation tactics, and effectively defending SmartLease’s value proposition. Interactive workshops with role-playing exercises, real-world case studies, live demonstrations, and behavior analysis training allowed the SmartLease sales team to practice and internalize these skills.

Result:

Following the training, SmartLease achieved a significant increase in deal closures and higher profit margins, as the sales team effectively conveyed the value of their cargo vehicle offerings. They were able to identify client behaviors more accurately, leading to more successful negotiations. This improvement strengthened SmartLease's market position, making it one of the leading players in Mexico’s cargo vehicle leasing market.  

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