Objective-Based Selling in Wholesale Distribution
CLICK
HERE and take less than 2 minutes to hear directly
from Author Gary Moore about why you need this book.
Attention
Sales Executives:
Place a copy of this book in the hands of every front-line salesperson
on your staff!
Especially
in this tough economic climate, wholesale distribution salespeople
need a consistent sales model that provides them with the structure
to effectively use their talents and skills for increased profitability.
Objective-Based Selling™ in Wholesale Distribution provides
exactly that sales model. With more than 100 open-ended questions
ready to use, this book will teach your salespeople how to sell
more at higher gross margins!
What Readers Have to Say:
"Objective-Based Selling continues
to be the most effective formal sales education I have ever received."
— George Sefer, Vice President Sales, Atlas Toyota Material
Handling
By focusing on the customer, this model helps a salesperson uncover
a customer’s business and personal objectives and show that
customer how best to achieve those objectives by acting on the
salesperson’s customer-focused proposal.
The
four keys to Objective-Based Selling include:
- Use
open-ended questions: This book teaches more than 100
specific, open-ended questions to use to encourage customers
to tell you how to sell them!
- Develop
personal, professional relationships: People buy from
people they like, believe, understand, and trust; be that person!
- Create
customer-focused proposals: Write proposals that sell
when you can’t be there
- Refer
to the Objective-Based Selling model: Use the model
as a playbook for your sales strategies and tactics!
Use this book
to teach your salespeople these four keys for maximum success
and to lead them to selling more at higher gross margins!
