Challenge
SmartLease faced strong competitive pressure in the Mexican cargo vehicle leasing market. Competitors used heavy discounting and misinformation tactics, making it harder for SmartLease to retain customers and defend margins.
Approach
To strengthen negotiation capabilities, we delivered a tailored, hands on program focused on countering discount strategies, accurately reading client behaviours, and confidently defending SmartLease’s value proposition. Through role plays, real cases, live demonstrations, and behaviour analysis, sales teams practiced and internalized advanced negotiation techniques.
Result
Following the training, SmartLease saw a clear uplift in deal closures and margin quality. Teams were able to assess client behaviour more precisely and navigate tough negotiations with confidence. This contributed to regaining competitiveness and strengthening SmartLease’s position in the Mexican market.
What really moved the needle: a practical, behaviour based negotiation approach that equipped teams to counter aggressive competitor tactics while consistently communicating value.
