Across our three course options, the Objective Based Selling training material covers the whole spectrum of the sales knowledge and skills required to be a professional and top performing salesperson in the materials handling and capital equipment sectors.
Specifically, our Objectives Based Selling courses cover comprehensive training topics in the 21 areas listed below.
Designed to get you started with Objective Based Selling we offer you some FREE ARTICLES. You can read them by clicking the button alongside several of the training topics listed below.
1. A Sales Model for Materials Handling and Capital Equipment Salespeople
2. The Mistakes Salespeople Make
3. Know your Sales Environment
4. Learn the Objective Based Selling Sales Language
5. The Four Keys to Objective Based Selling
6. Focus on the Questions: 100 Open Ended Questions
7. Build personal, professional Relationships
8. Prospecting
9. Getting Past the Gatekeeper on a Cold Call
10. Increase cold-calling-to-appointment conversion rate
11. YOUR FIRST CLIENT MEETING
12. Understanding your customer’s needs
13. Create and conduct Review (Scrum) meetings
14. Create a Written Proposal that sells
15. Review Proposal with your customer
16. Delivering a PowerPoint/Keynote Presentation that works
17. Provide Proposal Support
18. MODIFY Proposal
19. Obtain Commitment – The Close
20. Handling Customer Objections
21. Winning the Big Jobs
22. Follow through
