Selling Curriculum
Success in sales involves being a successful bridge between a company and it’s existing and potential customers. It isn’t just selling, but also includes problem resolution, offering product and technical support, and excellent communications. These classes will help you develop these skills and enhance your performance.
LWS: Selling Make It Matter WDC (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 […]
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 […]
LWS: Selling Market Strategy WDC (ENG)The only way to position your labor business is to provide customers with something they value. The fundamental principles of customer value are to offer something the customer wants and needs and to provide that offering better than your competition can. This class provides methods and a road map to follow in developing a strategy. […]
LWS: Selling Marketing Segmentation WDC (ENG)Marketing is the process of identifying and satisfying customer needs. That process becomes impossible with the thousands and thousands of customers that you have in your assigned area of responsibility (AOR). As a result of that truth, it becomes important to be able to find out what the customer needs and wants, and then to […]
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. […]
LWS: Selling Parts Making Money WDC (ENG)With everything that goes on in a parts 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 […]
LWS: Selling Parts Pricing WDC (ENG)Your price is a marketing tool, but most of you don’t use it that way. How often have we heard that “your price is too high” or “I can get it down the street for less?” How well customer contact personnel respond to these and other comments about your prices is critically important to your […]
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 […]