60 Minute Webinar Recording Building Personal, Professional Selling Relationships Presented on April 7, 2010 by Industry Veteran, Gary T. Moore

Description

Even with all our electronic communication tools...often used by customers to block contact with salespeople...people still buy from people. People they like, believe, understand, and trust. This webinar will discuss how both the salesperson and the customer benefit from strong personal, professional relationships...and how to build them. 

What You Will Learn

• Relationships often start with voice mail
• Methods to actually get to meet the customer!
• How to connect in the first meeting...and what you have to do
• How to build trust with customers
• Why you should match your customer's pace intensity
• Recognizing where your customers are on the personal, professional continuum

Who Should Attend

• Material Handling Distributor Salespeople and Sales Managers, including: Storage and Handling, Industrial Truck, and Engineered Systems Distributors
• Sales Executives and Regional Sales Managers of manufacturers of material handling equipment

About the Speaker

Gary Moore is a veteran of over 35 years in distribution. In 1976 he joined Materials Handling Equipment Company. His responsibilities included Sales Manager, Vice President/General Manager, and President. In 1997 he bought the company from its founders; in 2006 he sold it to a neighboring distributor. Gary is the creator of the Objective Based Selling sales model, designed specifically for material handling. Gary is the author of the book Objective Based Selling --- the only industry wide book focused on selling in the material handling industry. He also served as MHEDA President in 1998 and has been an active presenter for MHEDA and many other organizations over the last 20+ years.

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