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

60 Minute Webinar Recording
How to Create Sales
Proposals that Sell

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

Description

The words "quote" and "bid" are commonly used in material handling to describe the specifications, price, and delivery document given to customers. This webinar will show salespeople how to turn those into sales proposals that sell to decision influencers you can't meet, in meetings you can't attend. Focus your proposals on the customer...instead of the stuff. Give your customer contact a document to help sell for you...instead of just quoting or bidding.

What You Will Learn

  • The benefit of changing your sales language from quote, bid, purchase and specs to proposal, objective, project, parameters...
  • How to "wrap" the customer focused part of the proposal around the product part...to create a connection with the customer
  • The power of proposing alternatives at different price points
  • Proposal templates for large, medium and small projects
  • How to turn often vague and inaccurate delivery information into a reverse time line to help you close the sales

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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