Case studies

What changes when a team learns to ask better questions

Real results from Larisa's training with client companies across different industries. Client names are kept confidential.

Client result

Retail construction equipment

Challenge: Sales staff answered questions and sold single items. Larger project customers often bought elsewhere.
Approach: Larisa personally trained the team to diagnose each customer's project with Situation and Problem questions, then use Implication questions to show the cost of incomplete equipment.
Result: Sales revenue increased by up to 30% in the first month after training.

Client result

Premium car wash service

Challenge: Customers chose the basic package by default; staff felt uncomfortable “upselling”.
Approach: Staff learned short, natural need‑discovery questions about how customers use and value their car.
Result: Higher share of premium packages and stronger revenue — without pushy selling.

Client result

Law firm

Challenge: Initial consultations rarely converted; prospects compared hourly rates.
Approach: Lawyers learned to explore the client's risks and consequences before discussing fees, and to let clients articulate the value of resolution.
Result: More consultations turn into mandates, and fee discussions become easier.

Client result

Retail clothing store

Challenge: High footfall, low conversion; staff waited for customers to ask.
Approach: Sales associates practised opening questions about occasion, style and fit, and need‑payoff questions that build complete outfits.
Result: Better conversion and larger average baskets.

Client result

Advisory firm

Challenge: Long proposals, slow decisions, frequent “not now”.
Approach: Advisors learned to quantify the implications of inaction with the client before writing any proposal.
Result: Shorter sales cycles and fewer stalled proposals.

Client result

Apartment rental company

Challenge: Many viewings, few signed leases, frequent discount requests.
Approach: Leasing agents learned to uncover what truly matters to each renter and link the property's features to those needs.
Result: More viewings converted into leases with less discounting.

Let's see what your team could close next quarter.

A free 30‑minute video call. We look at your sales process, your team and your goals — and you'll leave with at least one idea you can use immediately, whether or not we work together.

Book a free 30‑min consultation Request a proposal

Free. No obligation. Video call on Zoom.