DRIVEN TO WIN
Value-Based Selling
This project is a hands-on eLearning course that immerses Rental Sales Agents in real-life scenarios. The goal is to equip them with the skills to effectively sell using a Value-Based sales strategy. Participants will practice applying value-based sales techniques in authentic sales situations to enhance their learning experience.
About this Concept Project
Audience: Rental Sales Agents
Responsibilities: Storyboarding, Instructional Design, Scripting, Visual Design, E-Learning Development
Primary Development Tools: Articulate 360, Adobe Premier Rush, Venngage, Photoshop, Freepik
KPI: Grow Sales Revenues by 15% YOY by the end of Q1.
The Problem
Zoomer’s Car Rental (a fictitious client for this concept project) has a lot of competition and needs to set itself apart from the other car rental companies. Over the past few years, they have had to reduce their pricing to stay competitive, resulting in declining sales revenue.
Because of this, at the beginning of Q4 last year, they decided to change to a value-based sales strategy. Their goal was to boost sales revenues by providing customers with a personalized and tailored experience that helped them enhance the perceived value of their services and products.
After implementing this change, they noticed their Rental Sales Agents weren’t using these new techniques effectively and contacted me for help.
The Solution
After analyzing the problem with the client, I determined that the Rental Sales Agents' performance problem was due to a need for more knowledge and skill in using value-based selling techniques. To solve this performance problem, I proposed the development of an e-learning course that would provide a risk-free, immersive environment for practicing their value-based selling skills at various stages of their sales process.
After getting the client’s approval for my proposed solution, I began developing the course.
Action Mapping
Text-Based Storyboard
Visual Mockups
Course Feedback
“Tracie, I was impressed by the effort and thought you put into this course. I found it to be both engaging and informative. More specifically:
It was highly engaging from start to finish. The characters, visuals, interactions, and questions throughout the course helped to capture and keep my attention.
Your explanations were clear and concise.
I like the contest premise and helping Tina use value-based selling to win the contest.
The audio/visual and automation are very well done.
The logical flow and seamless transitions created a coherent narrative.”
— Melissa Flynn, Principle Training Manager
“Tracie, this is awesome! You are so good at thinking of all the little details that make courses great! I love the shadows and sounds of footsteps. I love all the ads and business cards at the counter. The character movements keep it feeling “alive” without serious animation. It is a great course.”
— Rachel Unekis Poches, Instructional Designer
