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October 14, 2013

BTC’s Business Sales’ User-friendly Training Improves Customer Experience

NASSAU, N.P. (October 15th 2013)

In an effort to provide even more efficient customer service, the Bahamas Telecommunications Company (BTC) has modernized their Business Enterprise sales team with "tailor-made" training to suit the market from award-winning ValueSelling Associates.

Vice President Sales, Channels and Business Development Gershan Major explained that BTC continually strives to refresh or upgrade the procedures for delivery of the best customer service possible, not just for the customer but to also generate job satisfaction for the employee.

"This sales training represents a true differentiation for us in the market in the way we position the engagement of our clients by segment and by understanding their needs," said the VP. "And by learning not to use price as an entry to the conversation but instead to simply listen and understand the value in what they are telling us in regards to their telecommunication requirements, we can customize and shape a solution unique to their needs. ValueSelling teaches us to use a more individual approach to each customer as no two are the same and variations also occur across the different industries, whether hospitality, financial or construction."

The VP said that the corporate and Small-to-Medium Enterprises (SMEs) are understandably discerning and demanding.

"The business market is demanding and discerning and that's okay, because we understand the level of investment they make is very considered and measured and they want the best return on their investments. Why wouldn’t they expect the best service and products?"

Natalie Pitchford, Managing Director, Proficio LLC. (a ValueSelling Independent Associate) customized and delivered the program for the BTC Enterprise sales team.

"On an individual level we've given the Business Enterprise sales associates effective tools that have enabled greater efficiency and equips them to have value-based engagements with customers. The team's feedback has been very positive; they feel they are working smarter as they are better organized and structured which also makes their job easier."

President and CEO of ValueSelling Associates, Julie Thomas said the program was designed for BTC, based on their ValueSelling Framework® sales process.

"The course designed for BTC is based on our ValueSelling Framework, which gives the called-for skill set and the tools to prepare the sales team for calls on any size or industry business with confidence. We prepare sales professionals for business conversations with all levels of executives and management within a prospect organization. ValueSelling works. It is simple, but not simplistic, and provides a measurable return."

ValueSelling Associates ( are the recipients of numerous industry awards and accolades over twenty-five years. ValueSelling Associates offers customized training and its proprietary sales training tools and consulting services yield immediate impact and sustainable results.

The Bahamas Telecommunications Company (BTC) is the leading telecoms operator in The Bahamas. BTC is jointly owned by Cable & Wireless Communications (51%) and the Government of The Bahamas (49%). Cable & Wireless Communications has both management and Board control.


Media Contact:
Chris Merullo
ValueSelling Associates, Inc.
P +1 858 759 3565