CWI: Selling Presentation (ENG)

The second part of the “becoming a professional salesman” series continues from the first part. All of the various steps in selling are discussed in this webinar, which is the second of two parts. This part deals with the discussions with the customer during the selling process: explaining the benefits, meeting the objections, and closing the sale. This requires that a lot of skills be present. This is where the salesman earns his money by proving to the customer that what he is selling is what the customer wants and needs. A good salesman does not sell anything – the customer buys from them.

Understanding the importance of product knowledge, the features and benefits of all the products and services at hand, and being able to deal with any objections that might come back from the customer are the core of the sales process. The final result is a sale, yet closing the sale is not as straightforward as it seems.

This second part of professional selling covers the final elements necessary to obtain the business. Without obtaining the business, the benefits of having professional salesmen covering the marketplace are lost.

CWI: Selling Service Making Money (ENG)

With everything that goes on in a labor business it is easy to forget that we also have a responsibility to make money. We have to make money to be able to pay competitive wages to attract and retain talented employees. We have to make money to have available buildings and equipment that allows us to perform repairs and rebuilds and maintenance on the equipment we represent. We need to make money to be able to provide the most current tooling and training to provide effective and efficient labor.

This program provides you with the understanding of the costs of operating the service business. It exposes you to the means and methods of how to make money. From understanding how the labor prices are created and how those pricing systems work. How the prices are calculated and the variables that are in use. You will learn their effect on the gross profit. The approach used to derive the price points based on skill sets, job degree of difficulty and frequency, will be explained in detail.

When performing repairs and maintenance the employee needs to understand the impact that their work makes on the profitability of the department and in fact, on the dealership as a whole. This class provides all of that.

CWI: Selling Teleselling (ENG)

A new reality is approaching.  By now, everyone has been affected by “telemarketing.” Customers and consumers are starting to resist it. That is clear from the laws that are being presented and passed.  Customers want service, and they want customer service calls.  As a result, the rules that are set forth for your telemarketing program should emphasize your wish to have an effective telemarketing program to provide your customer base with high quality customer service. It can be as simple as a word. That word is tele-selling.

Each person has an aura, a reputation in the company or in the market.  This presence is a function of many things: knowledge, personality, the quality of voice, the intangibles of attitude.  It is the feeling of trust that the customer has in the person on the other end of the telephone.  This is a condition that is earned and achieved.  It is not something that can be mandated.

In telephone selling the customer either has called with the need or you are calling to see if there is a need. Yet now we confront the dilemma. Rarely, if ever, has anybody provided training on tele-selling.  This program will provide you with an outline – an approach – to use when selling on the telephone.  This class will provide you with a plan and a structure, and with this structure your tele-selling future can get off to a successful start.

CWI: Selling Territory Potential (ENG)

One of the true challenges in the parts and service business is to determine the successful penetration of the market: the market capture rates. This is another term used to represent your “market share.” How well you are looking after the needs of the customer is the real question at this point.

With this class, we develop a “market potential” model which can be used to determine the purchase potential of each machine. With this tool, an overall potential can be developed for each customer. This is a tool that can be used by management and the sales force to develop strategies to improve performance. We deal with the creation of the model and all the variables within in this comprehensive program.

It all starts with the machine population. That is the list of equipment owned by each customer, and the work application and hours worked each year. With this and the statistics available from the OEM’s and their mean time between failure facts, a reasonable degree of precision can be developed. The major components can be managed in this manner: engines, transmissions, and hydraulic systems.  The wear rates of ground engaging tools and undercarriage can assist in the life of these wear parts. Finally, we have maintenance as the last element. Don’t miss this market potential class.

CWI: Selling Time Management (ENG)

Time is one of the many elements of our lives that we deal with every day. It is one of those elements, however, that does not change.  We do not have the ability to add more time to a day. As a result of that fact it is important that we use all of the time that we have as effectively and as efficiently as possible.

Rarely do we accomplish that. We do things over and over again, we defer conclusions and decisions, we get interrupted with unrelated issues, we have to deal with meetings and the internet and the telephone. There is a lot to the use of your time.

From your desk, to your email and telephone you will find thirty powerful methods to better use your time. This is not about “efficiently” it is about being more “effective.”

This program will introduce you to different styles of work and a series of steps that you can consider to more effectively manage your time. At the conclusion of the course you will have been exposed to a wide range of options for you to consider that will assist you in managing your time more effectively and efficiently.  Don’t miss out on this powerful class.

CWI: Selling Time Management WDC (ENG)

Time is one of the many elements of our lives that we deal with every day. It is one of those elements, however, that does not change.  We do not have the ability to add more time to a day. As a result of that fact it is important that we use all of the time that we have as effectively and as efficiently as possible.

Rarely do we accomplish that. We do things over and over again, we defer conclusions and decisions, we get interrupted with unrelated issues, we have to deal with meetings and the internet and the telephone. There is a lot to the use of your time.

From your desk, to your email and telephone you will find thirty powerful methods to better use your time. This is not about “efficiently” it is about being more “effective.”

This program will introduce you to different styles of work and a series of steps that you can consider to more effectively manage your time. At the conclusion of the course you will have been exposed to a wide range of options for you to consider that will assist you in managing your time more effectively and efficiently.  Don’t miss out on this powerful class.

CWI: Selling Make It Matter (ENG)

Everything that we do in the labor business has a profound impact on our customers, suppliers, coworkers, and other stakeholders. There has to be a difference in what and how you do your work that is visible and obvious to everyone that you touch in the performance of your work.

You have to be able to answer two very simple questions. But they are not that easy to answer. What do you provide?  What do you do? Most of us will look at these questions and think it is obvious, it is self-evident. We supply labor solutions – repairs, rebuilds and maintenance.  Pretty simple, isn’t it? The trouble with it is that there are many people trying to do it. We have to recapture the business we have lost from our customers and competitors. We have to make a difference. We have to make what we do “matter.”

We will explore who you are and what you bring to the organization and to the customer. We will explore how and why you make a difference. Each of us has to create our own brand. That is how we will differentiate ourselves and what we do from the crowd. We will explore serving people in the parts business. We will explore all that our work means to the market and how we make a difference: how we make it matter.

CWI: Selling Maintenance Programs (ENG)

Everyone knows about the repair and rebuild business. That is where the excitement is for technical people. In the product support business, we have two major goals: reduce the owning and operating costs for the machine owner, and protect the residual value of the machine. The first step to understanding how to reduce owning and operating costs is to understand the importance of the maintenance service recommended by the OEM. Most customers view maintenance as the necessary evil of changing fluids and filters. There is much more to it than that. How to develop a maintenance program to reduce those operating costs is the theme in this program.

There is a fundamental conflict that has to be dealt with in the labor management group. Maintenance is boring, anyone can do it. In fact the OEM dealer has less than 6.5% of the maintenance market. Nearly 90% of the maintenance is done by a customer mechanic. Yet survey data indicates that nearly 90% of the customers would give the maintenance business to the dealership if their price was less than what the customer currently pays.

This program will discuss the methods and processes to follow in order to be able to meet that price and performance need.

CWI: Selling Art of the Possible (ENG)

The work in a Service Business within the Construction Equipment Industry is complex and filled with details. It is within this environment that our employees work day in and day out. These people who I call your “heroes” are the warriors that make your business a success.

The technicians have a forward workload that leaves little room for inefficiency or ineffectiveness. In the shop or the field whether for repair or maintenance or rebuilds the work never ends. Your “heroes” do incredible work keeping up with this activity. They work in difficult working conditions, they deal with specialized equipment and tooling, they do inspections, prepare equipment for sale and make ready equipment for rent and lease. They get to the end of the day and take a deep breathe to indicate that they made it through another day. They deal with the Art of the Possible every single day.

In this class we will explore the major pillars that comprise your business; Buildings, Inventory, People, Technology, Purchasing and Employee Development. We will then apply and show you how to apply the Art of the Possible.

CWI: Selling Balanced Scorecard (ENG)

In the service business we communicate with the marketplace in a variety of methods. We deal with various systems, manually and technologically. We have a responsibility to serve and retain customers while at the same time we have to make money for the business. This is a complicated business.

To assist us in managing the business and help us implement our company strategy we use a business tool that is called the “Balanced Scorecard.” The Balanced Scorecard was developed in the 1990s, designed for use in the planning and implementation of a company’s strategy. The scorecard looks at your business from four directions; finance, internal, innovation and customer. From this vantage point the company can develop a strategy as part of their operating plan.  These plans are meant to help a company achieve its goals.  If a plan cannot be agreed upon and effectively executed, a business cannot effectively reach its goals.

In this class, you will learn the ins and outs of this valuable tool, and the costs we pay in our business when we fail to execute our plans for success in our market.