Founded only one year after Dale Carnegie wrote his best selling book How To Win Friends and Influence People, John Deere is an iconic brand with a firm hold on the agriculture, lawn care, and heavy machinery industries. But even long-standing companies with a loyal following feel the need to improve from time to time.
In an effort to boost the sales capabilities of their team, John Deere sought sales training from Dale Carnegie. The localized learning offered by Dale Carnegie Training aligned perfectly with the needs of the company. By utilizing local trainers, John Deere was able to work with people familiar to the region who could easily identify and address sales challenges specific to each area.
Dale Carnegie was also able to develop customized training solutions that not only offered the time-tested sales principles available through their public courses, but also focused on industry-specific examples and case studies. These resources helped sales people learn how to answer questions and solve problems that they were likely to face in their day-to-day business.
As a result, sales teams were revitalized with new techniques that focused on the value of John Deere’s products and services, rather than relying solely on the reputation of the company. Dale Carnegie’s award-winning sales training taught them how to share knowledge of their products in a way that built successful relationships based on trust and respect.
And the effects on the bottom line were immediate! The John Deere dealership in Maine historically sold $50,000 to $75,000 worth of equipment during their annual open house event, but following Dale Carnegie’s training they were able to increase sales to 4.5 times their usual amount – about $350,000!
Organizational development training might seem like a huge undertaking, no matter the size of your company, but Dale Carnegie’s custom approach makes it easy for every industry to invest in their greatest assets – their people.
“Companies and organizations are only as good as the skill sets of their people,” says Bob Allen, President and CEO of Dale Carnegie Training of Central Ohio. “That success doesn’t come from brick and mortar, but rather from the talent they develop within.”
Learn more about Dale Carnegie’s work with John Deere, and download our free eBook about how to close the sale by building customer relationships.
“Customers like to feel like they are buying – not being sold.”- Dale Carnegie
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