Objective Based Selling

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

by Gary T. Moore

Objective Based Selling
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Objective Based Selling

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

by Gary T. Moore

Published May 24, 2016
223 Pages
Genre: BUSINESS & ECONOMICS / Sales & Selling



 

Book Details

Sell More at Higher Gross Margins

In Objective Based Selling, 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.. and much more!

 

About the Author

Gary T. Moore

Gary Moore is a 44 year veteran of the material handling industry. At Materials Handling Equipment Company in Denver, Colorado, Gary led direct sales efforts, helping the distributor grow to be a regional and national leader. He developed Objective Based Selling as a material handling specific sales model dealing with the circumstances faced by his salespeople on a daily basis. In 1998 Gary served as President of the Material Handling Equipment Distributors Association (MHEDA). For over 25 years Gary has been an industry author, speaker, and seminar leader. www.objectivebasedselling.net

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