LWS: Selling Preparation WDC (ENG)

Everyone everywhere sells. That is a truth that is little understood. We sell ideas at work and we sell manners at home. There are many things that we sell over the course of our lives. Sales personnel sell for a living, and the skills that they have as individuals are enhanced when they know the proper tools and methods involved in being a professional salesman.

All of the various steps in selling are discussed in this program which is the first of two parts. This part deals with the set-up of the selling process: the research, the objectives, and the questions that need to be asked. There is a lot of work that goes into being a professional salesman and it starts with research. This is not dramatic or exciting work, but it is necessary. What the research needs to cover is discussed in detail. With each and every customer there needs to be objectives. These goals and objectives will take on many forms: from calls to parts business, to service business, to profitability. Finally, in selling everyone knows about the “talking” aspect of selling but more important is the “listening” part of it. In order to get the customer talking, the professional salesman must know what type of question to ask and how to ask it.

Selling is much more a science than an art and this first part covers the first three elements necessary in becoming a professional salesman.

LWS: Selling Instore Merchandising WDC (ENG)

The days of your customers walking into your business have long since passed. This is truly a shame. Some thirty to forty years ago, we taught our customers that our inventory management meant that those parts that the customer wanted would not all be available when they came to our store. So they started to use the telephone and we didn’t see the customer in our store very much at all.

Yet it still continues to be true that you have an opportunity to create an interesting and successful retail store. This is the first step in becoming a retail operation. From Harley-Davidson to Ski-doo to Artic Cat, there are specialty suppliers that have made merchandising an art form. We will look into the successes in other Industries and how we can learn from them. The layout of your merchandising area, as well as the methods to keep it fresh and appealing, will go a long way to determining your success. All of this and much more will be covered in this content rich class.

Others dealerships and other Industries have turned this into a customer convenience and money making proposition. This is much more than just setting up shelves and displays. They have made the store a pleasing environment for both employees and customers. Learn the ins and outs of successful In-Store Merchandising with this comprehensive program.

LWS: Selling Campaigns and Promotions WDC (ENG)

A new reality continues apace. Everyone by now has been affected by “telemarketing” and I trust your tele-selling life has had a successful start. But, even with the sales aspect of the job, it is hard to hold onto a performance edge: to stay motivated and excited. The job, over time, gets to be too much of a routine.

We need to generate excitement and energy in the department. We need to operate with regular campaigns and promotions. Something special needs to be going on all the time. To do this, we need to inject campaigns and promotion planning into our sales forecasts and annual budget plans. Campaigns and promotions have to become an integral part of the life in a parts business.

We provide a structure to the campaign and promotion activities with the use of a Promotion Planning Tree (PPT). The PPT provides a road map of activities, and a check list, to ensure that we get everything right. It allows everyone to be involved in the development of the campaigns and promotions so that there is understanding of what it is we are aiming to do. It allows vigorous debate in the development of the campaigns and promotions so that everyone is involved in the programs. It brings back the excitement to the job.

LWS: Selling Market Capture WDC (ENG)

The parts and service businesses within the construction equipment Industries has never had a precise method to calculate the share of the parts market for a specific brand. To some degree this has allowed the parts business to operate without a critical performance measure being in place.

This program married the market potential, that we cover in another class, with the actual sales for a dealership for a specific brand. The market potential model allows a dealer to calculate the potential consumption of parts on specific machines. That, together with the actual parts sales, allows a calculation to be done arithmetically that determines the percentage of a customer business obtained by a dealer.

This class provides a detailed methodology to calculate the share of the market the dealer obtains. This is the market capture rate that the dealer obtains in the parts business. Ideally, we would be able to perform this calculation by machine model. Unfortunately, we do not get the model and serial number for each parts sale.

Similarly, we touch on the “mean time to failure (MTF)” statistics provided by the OEM’s for their products. With territory potential, market capture we can drive market coverage methods which with the MTF the sales force can be targeting customer needs in a timely manner. This program covers all the details and methods required to perform the calculations required to measure market capture.

LWS: 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.

LWS: Selling Overcoming Objections WDC (ENG)

The sales process is complicated. With professional selling, we know the methods and the processes. We have an assigned sales territory, and we are responsible for market penetration and market share. But all of that is put in jeopardy if the salesman does not know how to handle the objections that the customer might present.

This is an element of the presentation class. However, because of the importance of overcoming objections, we are going to deal with them exclusively in this program. How these objections are handled can make the difference between a sales success and a failure. This program deals with the methods to employ: the “how to” of overcoming objections. In the sales process, typically you are looking for an order, or at least a positive outcome of the sales call. In order to achieve that outcome it has to be understood that the customer has to learn about what it is that you are selling. In many cases, an objection is simply an indication that the customer does not have enough information yet to make an informed decision.

From keeping your cool, to making the objection specific, and providing compensating factors, everything about the “how to” overcome an objection is exposed. You can’t afford to run the risk of losing a sale by missing this important program.

LWS: Selling Buyer’s Needs WDC (ENG)

A new reality continues in its approach.  By now everyone has been affected by “telemarketing,” your tele-selling future has gotten off to a successful start, and you have also learned how to handle the objections from the customers. You know all of the mechanics of selling. Now we need to make it easier for you by exposing the “buyer’s needs.”

The needs that the customer has in this transaction can stem from “ego satisfaction,” in other words knowing that they are making the right choice, to feeling that they are treated with respect. The sales person has to be sensitive to all of these various attributes and reasons which can underlie the buyer’s needs. But your customers also need your expertise and knowledge and experience. You are in a difficult position. In order to be able to satisfy the needs of the customer, you have to continue to keep yourself current on the product and Industry trends and competition. There is a lot to do.

This class deals with survey information obtained from the customers. If they are given a chance, customers will tell us what they need and want, and we then have to be in a position to deliver it.

MCE: Journeyman Electrician CSA (ENG)

The Journeyman Electrician test is a comprehensive examination designed to assess the knowledge and skills of individuals seeking licensure as professional electricians. This test typically covers a wide range of topics, including electrical theory, wiring methods, safety protocols, the National Electrical Code (NEC), and local building regulations. Candidates are expected to demonstrate proficiency in reading blueprints, performing load calculations, and understanding circuitry and troubleshooting techniques. The exam often includes both multiple-choice questions and practical scenarios to evaluate the applicant’s ability to apply code requirements in real-world situations. Successfully passing the Journeyman Electrician test is a critical step toward advancing within the electrical trade.

In assessing this job function we have taken the skills and knowledge requirements and created an assessment questionnaire. We have used as the foundation for this assessment the pretest and final assessment questions from all of the classes offered for Professional Development. We have taken all of these questions and boiled them down to essential questions. Each question has an answer within a multiple-choice selection.

The results from the CSA, Comprehensive Skills Assessment, categorize the skills and knowledge of the individual being assessed, into one of our four levels of accomplishment: Developing, Beginning, Intermediate, and Advanced.

These assessments can be used, in conjunction with background checks and interviews, to screen applicants before they are hired. They should also be used in the annual performance review with each employee. They can even be used as a foundation piece of information related to the wages and salaries paid to the employees. Finally, and this is the genesis of the creation of the comprehensive skills assessment, the assessment has been developed to be used to create a specific employee development program for each employee in the parts and service business teams.

HCC: Journeyman Electrician CSA (ENG)

The Journeyman Electrician test is a comprehensive examination designed to assess the knowledge and skills of individuals seeking licensure as professional electricians. This test typically covers a wide range of topics, including electrical theory, wiring methods, safety protocols, the National Electrical Code (NEC), and local building regulations. Candidates are expected to demonstrate proficiency in reading blueprints, performing load calculations, and understanding circuitry and troubleshooting techniques. The exam often includes both multiple-choice questions and practical scenarios to evaluate the applicant’s ability to apply code requirements in real-world situations. Successfully passing the Journeyman Electrician test is a critical step toward advancing within the electrical trade.

In assessing this job function we have taken the skills and knowledge requirements and created an assessment questionnaire. We have used as the foundation for this assessment the pretest and final assessment questions from all of the classes offered for Professional Development. We have taken all of these questions and boiled them down to essential questions. Each question has an answer within a multiple-choice selection.

The results from the CSA, Comprehensive Skills Assessment, categorize the skills and knowledge of the individual being assessed, into one of our four levels of accomplishment: Developing, Beginning, Intermediate, and Advanced.

These assessments can be used, in conjunction with background checks and interviews, to screen applicants before they are hired. They should also be used in the annual performance review with each employee. They can even be used as a foundation piece of information related to the wages and salaries paid to the employees. Finally, and this is the genesis of the creation of the comprehensive skills assessment, the assessment has been developed to be used to create a specific employee development program for each employee in the parts and service business teams.

CWI: Journeyman Electrician CSA (ENG)

The Journeyman Electrician test is a comprehensive examination designed to assess the knowledge and skills of individuals seeking licensure as professional electricians. This test typically covers a wide range of topics, including electrical theory, wiring methods, safety protocols, the National Electrical Code (NEC), and local building regulations. Candidates are expected to demonstrate proficiency in reading blueprints, performing load calculations, and understanding circuitry and troubleshooting techniques. The exam often includes both multiple-choice questions and practical scenarios to evaluate the applicant’s ability to apply code requirements in real-world situations. Successfully passing the Journeyman Electrician test is a critical step toward advancing within the electrical trade.

In assessing this job function we have taken the skills and knowledge requirements and created an assessment questionnaire. We have used as the foundation for this assessment the pretest and final assessment questions from all of the classes offered for Professional Development. We have taken all of these questions and boiled them down to essential questions. Each question has an answer within a multiple-choice selection.

The results from the CSA, Comprehensive Skills Assessment, categorize the skills and knowledge of the individual being assessed, into one of our four levels of accomplishment: Developing, Beginning, Intermediate, and Advanced.

These assessments can be used, in conjunction with background checks and interviews, to screen applicants before they are hired. They should also be used in the annual performance review with each employee. They can even be used as a foundation piece of information related to the wages and salaries paid to the employees. Finally, and this is the genesis of the creation of the comprehensive skills assessment, the assessment has been developed to be used to create a specific employee development program for each employee in the parts and service business teams.