"In
Objective Based Selling the job of the salesperson is to
uncover the customer's business and personal objectives
and show them how they can meet their objectives by acting
on your written and verbal proposal.?"
Gary T. Moore
Objective Based Selling Seminar Presenter
Objective Based Selling --- the sales training
seminar. Gary will come to your distributorship and conduct
a powerful one day sales training session based on the popular
Objective Based Selling sales model
|
- Objective
Based Selling -- a sales model specifically for distributors
and their salespeople. Gary conducts seminars, workshops,
and offers the book Objective Based
Selling in Wholesale Distribution to help salespeople
sell more at higher gross margins
- Specifically
for the material handling industry, Gary offers his book
Objective Based Selling - along with
seminars and workshops targetted for material handling distributors
and manufacturers
- Sales
Management workshops on implementing Objective
Based Selling, and other effective distributor
sales management strategies and tactics
- Marketing
Planning Sessions---how to design and implement a distributor
marketing plan --- customized for your distributorship
- Facilitating
management and planning retreats
- Customer
Service Plans
- Inspirational
and topical speeches for Annual Sales and Employee Meetings
- Planning
and implementation of Customer Events, such as Trade Shows,
Expos, Open Houses, Seminar Selling, Golf Tournaments, Anniversary
Celebrations…..
- Supplier
Communication and Management
- Proposal
Writing --- sales proposals that sell, instead of quote
- Workshops
on developing and leveraging effective distirbutor / manufacturer
relationships --- for both distributors and manufacturers
- How
to conduct effective distributor sales meetings
- Special
for distributor principals --- Gary offers presentations
and articles on Lessons Learned when I sold my distributorship;
When to sell your distributorship
|
| Gary's
seminars will unlock your sales potential with the Four Keys
to Objective Based Selling |
- Objective
Based Selling Model
- Open
Ended Questions
- Effective
Written Proposals
- Personal,
Professional Relationships
|
| Who
Should Attend? |
- Salespeople
and Sales Managers from material handling
distributorships
- Sales
executives of companies whose products are sold
through material handling distributors
- Anyone
in the material handling industry interested in selling
more at higher gross margins
|
| What
Will You Learn? |
- 100
open ended questions specific to selling in the Material
Handling Industry
- How
to create effective proposals to sell when you can?t be
there
- The
seven functions of capital equipment salespeople
- How
to build personal, professional relationships'
and leverage them for more sales
|
| Seminar
Overview: |
More
Sales Training Insights designed to help you
SELL MORE at HIGHER GROSS MARGINS! |
- Customer
focused prospecting techniques
- How
to conduct an effective initial appointment
- How
to identify key customer objectives and help customers'
internal negotiations
- The
importance of "Scrum Meetings"
|
| "Ask
open ended questions: then shut up and listen to the customer." |
- Seven
"Power Questions" to uncover customer projects
and objectives
- Eight
questions to ask when seeking higher level projects
|
"Written
proposals are important when we can't be in the
room and the decision is influenced by people we can't meet." |
- Functions
of sales proposals
- What
story your proposal should tell
- How
to present your proposal
- What
to NEVER do with your proposal
- Questions
to ask before starting proposal review
- Effective
proposal support: references, organization charts, testimonials
|
| "Companies
don't buy from companies...people buy from people." |
- Learn
what's MOST important to your customer
- What
personal relationships give you access to
- Nine
questions to help you get to the personal side of the loop
- Eleven
reasons for the customer to LIKE you
- Four
reasons for the customer to BELIEVE you, UNDERSTAND you
and TRUST you
|
| "Getting
customer's agreement on little things leads to the big purchase
decision." |
- Closing
techniques and phrases that work (sometimes!)
- Four
questions to close
- The
voice mail close
|
| Advanced
Topics |
- What
it takes to get the "Big Jobs"
- Selling
at the Top
- Dealing
with customer time objectives
|
