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A SALES MODEL FOR MHE & CAPITAL EQUIPMENT

To succeed requires development in 6 key areas.

MISTAKES SALESPEOPLE MAKE

Salespeople often make (and repeat) common mistakes which cost them sales.

KNOW YOUR SALES ENVIRONMENT

Salespeople sell most effectively when they understand their immediate environment.

LEARN THE OBJECTIVE BASED SELLING SALES LANGUAGE

Selling involves verbal and written communication. Use of the right language is crucial.

THE FOUR KEYS TO OBJECTIVE BASED SELLING

The essentials of a capital equipment sales model are embodied in the four keys of Objective Based Selling.

FOCUS ON THE QUESTIONS: 100 OPEN ENDED QUESTIONS

Open-ended questions are the most powerful tool available to the material handling salesperson.

BUILD PERSONAL, PROFESSIONAL RELATIONSHIPS

Despite much of the depersonalising processes of the business world (voice mail, email, restricted access, websites, formal criteria, budgeting processes, national agreements) in significant material handling purchases, people still buy from people.

GETTING PAST THE GATEKEEPER ON A COLD CALL

The task of cold calling in business development, is probably the most difficult and uncomfortable for most people.

INCREASE COLD CALLING-TO-APPOINTMENT CONVERSION RATE

Four recommendations that will guarantee you increase your cold call to appointment conversion rate.

YOUR FIRST CLIENT MEETING

For your first scheduled client meeting, always be over prepared, so do pre- meeting research.

CREATE A WRITTEN PROPOSAL THAT SELLS

Almost all significant sales of material handling equipment (MHE) and services are ultimately actualised on the basis of a written proposal.

DELIVERING A KEYNOTE / POWERPOINT PRESENTATION THAT WORKS

Some recent data concluded that up to 75% of formal sales presentations lead prospects to feel the salesperson didn’t understand their needs.

OBTAIN COMMITMENT – THE CLOSE

“Closing the sale” techniques are taught in many sales seminars, online, in tapes, books and coaching sessions.

THE OBJECTIVE BASED SELLING DIAGRAM – YOUR MEMORY TOOL

DOWNLOAD A COPY OF THE DIAGRAM AND MORE HERE.