60 Minute Webinar Recording The Power of Open Ended Questions Presented on January 20, 2010 by Industry Veteran, Gary T. Moore

Description 

Keep control of the sales process and keep it moving with questions that change the focus of the sales process from the "stuff" to the customer. There are specific questions for every step of the material handling sales process...and Gary provides these questions...along with a four step process to make them effective. This includes a discussion of some of the most common mistakes made by material handling salespeople...and how to avoid them.

What You Will Learn

• Three things to do immediately after asking questions
• Why open ended questions are so powerful
• How to get the customer to tell you how to sell them
• Over 60 specific questions for material handling salespeople...including Gary's list of the 26 Most Powerful Questions

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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