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
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
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 / General
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!
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