Review Sales Proposals
Education > Education > Critical Sales Skills Webinar Series

60 Minute Webinar Recording
Customer Face Time
The Importance of Reviewing Your Sales Proposals in Person

Presented on March 24, 2010 by Industry Veteran, Gary T. Moore

Description

When your sales proposal is ready, customers often say: "Fax it over; email it over; drop it off; mail it...I'll look it over and get back to you". This eliminates one of the most effective selling times you have...reviewing the proposal with the customer in person...and with as many decision influencers as possible. This session discusses the importance of getting that customer face time with the proposal; how to do it; the effective way of reviewing the proposal with the customer; what to do next if you can't close in this session.

What You Will Learn

  • How to avoid the email, fax, drop it off, mail it brush off
  • The importance of scrum meetings with multiple customer decision influencers; when and how to make scrum meetings happen; how to facilitate proposal review and other scrum meetings
  • 6 questions you should ask before reviewing proposal documents with customers
  • How to keep your customer proposal review from being a mind numbing sales pitch 

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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