Objective Based Selling ^TM
Recognized as one of the Top Independently Published Books of 
the Year by Next Generation Indie Awards
Author: Gary T. Moore

How to Sell More Material Handling Equipment by focusing
on the customer instead of the stuff!

Buy it Now Exclusively through MHEDA 

$39.95* per book	1-3 copies
$34.95* per book	4-20 copies
$28.95* per book	21 + copies

* does not include Shipping & Handling

Objective Based Selling is the first book published for inside and outside sales people of material handling equipment and services who will benefit from learning time proven tips and techniques for selling more at higher gross margins. This 200 page, soft cover book discusses common mistakes made by material handling salespeople, and provides specific techniques to help salespeople avoid them.

Objective Based Selling is designed to deal with:

• multiple decision influencers
• hidden decision influencers
• decisions made when salespeople are not in the room
• career decisions being made by customer decision influencers
• increasing difficulty in getting access to customer decision influencers
• and other sales environment characteristics specific to the material handling industry. 

Readers will learn how to:

• use open ended questions to get the customer to tell you how to sell them using over 100 questions provided in the book
• create customer focused proposals that sell
• use the Objective Based Selling language
• develop alternatives
• build and maintain personal, professional relationships with key customer decision influencers

What Readers Are Saying

"Rarely is a sales book written that has the terminology we deal with daily as a material handling distributor, Objective Based Selling effectively does that."  Scott Swakow, Scott Lift Truck ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ "I am a strong supporter of the Objective Based Selling program. From first hand experience, I can state it helps close more deals at higher margins."  Michael Dubbs, Storage Equipment Inc. ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ "Objective Based Selling continues to be the most effective formal sales education I have ever received."  George Sefer, Atlas Toyota Material Handling

Author, Gary Moore, focuses on business-to-business selling of material handling equipment and services--forklifts, conveyor, pallet rack, automated systems and much more.

The book defines the functions material handling salespeople perform for customers.

It describes the environment in which material handling sales people operate.

Gary introduces a sales model for performing effectively in the environment and he gives specific skills, techniques and tools to excel.

At last, here’s a sales book for the material handling industry --- written by an experienced material handling sales veteran.

For more information, click here.  Table of Contents -  Introduction

 About the Author 

Gary Moore is a 36+ year veteran of the material handling industry. He first introduced Objective Based Selling in 1990, after experiencing frustration with other commercially available sales training models which failed to deal with the everyday sales situations encountered by his distributor sales force at Materials Handling Equipment Company in Denver. Today, Gary works as a consultant and speaker in distribution, working with distributors, associations, and suppliers who sell through distributors. He resides in Denver, Colorado with his wife Jane and can be reached at 303-718-0470 or garytrentm@aol.com.