Objective Based Selling

In Objective Based Selling, a material handling industry veteran,
Gary Trent Moore, shares his methods and tools to
"Sell More at Higher Gross Margins"
You’ll learn How to ….
Use open ended questions to get the customer to tell you how to sell them (over 100 specific questions provided!!)
Create customer focused proposals – instead of quotes
Conduct “scrum” meetings with multiple decision influencers
Build and maintain personal, professional relationships that help sell
And much more!!

In Objective Based Selling, Gary discusses common mistakes made by material handling salespeople, and provides specific techniques to help salespeople avoid them.

Gary provides more “sales effective language”, suggesting changes from commonly used sales language to a more effective sales vocabulary.

In his book, Gary provides four specific keys to more effective selling in the material handling industry:

• Open ended questions – over 100 provided
• Templates for more effective sales proposals – proposals that sell instead of quote
• Techniques for building personal, professional relationships with key customer decision influencers
• The Objective Based Selling diagram --- a memory tool for this sales model

At last, here’s a sales book for our industry --- by an experienced material handling sales veteran.

Learn how to sell more material handling equipment (by focusing on the customer
instead of the stuff!)

Table of Contents:
1 Mistakes Salespeople Make
2 The Real Job Functions of Material Handling Salespeople
3 Know Your Sales Environment
4 Learn the Objective Based Selling Language
5 Understand the Goal of Objective Based Selling
6 The Four Keys of Objective Based Selling (view sample Chapter 6) Click Here
7 Focus on the Questions
8 The Objective Based Selling Diagram—Your Memory Tool
9 Prospecting
10 Personal Objectives
11 Determine Business Objectives
12 Identify Decision Influencers
13 Establish Parameters
14 Prioritize and Negotiate Objectives
15 Create and Conduct Scrum Meetings
16 Develop Alternatives
18 Review Proposal with Customer
19 Provide Proposal Support
20 Modify Proposal
21 Build Personal, Professional Relationships
22 Obtain Commitment
23 Follow Through
24 Objective Based Selling: The Summary

Appendix 1: The Open-Ended Questions
Appendix 2: Customer-Focused Proposal Templates
Appendix 3: Giving the Customer Homework: Surveys
(includes two example survey forms)

MHEDA is the exclusive distributor of "Objective Based Selling" to order your copy please click on the order now link below.
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