Making Sense of the Numbers
When we look at our businesses, our numbers need to add up. But how do we calculate the potential represented within a sales territory?
It begins with the potential business we can earn from each of our customers.
Posts
Upcoming Events: All About Webinars
/in Marketing, Parts, Product Support Selling, Service, Training/by learningwithoutscarsIt’s that time again, here at Learning Without Scars. It is time for a new post on our upcoming events and this week it is all about webinars.
Next week, beginning on Monday, June 8, 2015, we are continuing our Product Support Selling and Parts & Service Marketing Program.
We will be hosting webinars on Monday through Thursday, at 9:00 a.m. PST and 11:00 a.m. PST. All Product Support Selling webinars are at 9:00 a.m. PST, while the Parts & Service Marketing are at 11:00 a.m. PST.
In Product Support, we will have a one hour webinar on each of the following: Presentation, Overcoming Objections, Customer Retention, and Territory Potential.
In Parts & Service Marketing, we will offer a one hour webinar on each of the following: Market Coverage, Customer Retention, Compensation Programs, and Territory Management.
This will wrap up the spring webinar series in its entirety. We will return in the fall of 2015.
Don’t miss your opportunity to finish your coursework with us!
The time is now.
Product Support Selling – Preparation
/in Product Support Selling, Training/by learningwithoutscarsProduct Support Selling – Preparation
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 webinar 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.
The time is now.
Product Support Selling
/in Customer Service, Marketing, Product Support Selling, Training/by learningwithoutscarsOur seminar on Product Support Selling – The New Frontier is coming up in Dallas, Texas on April 15 and 16, 2015. This 2 day seminar encompasses 4 elements:
- The fundamentals of selling
- The foundation of territory management
- Managing Customer Relationships
- Customer Service Fundamentals
This program is geared towards Product Support Sales, Customer Service, Instore Sales, Supervisors, and Managers.
This course covers all the theories and applications necessary for Product Support Selling in the 21st Century.
The time is now.
Training for the Capital Goods Industry
/in Marketing, Parts, Personnel, Product Support Selling, Service, Training/by learningwithoutscarsTraining has long been a problem for many businesses.
Management and Leadership have conflicting views on personnel. Edward Gordon, in his book “Future Jobs,” points out the threats posed by under-skilled employees. He goes on to challenge the education providers to deliver more on their promise of providing a skilled individual.
One side of the conflict for leaders is traditional thinking:
- The employees should come to the job trained and ready to work.
- The employees should continue their schooling on their own time.
- Why should I train people? They just leave me and go work for the competition.
On the other hand, there is a growing number of leaders who are changing their views:
- I don’t want to have under skilled people ever.
- I will support learning in any form.
- I expect my employees to be curious and hungry learners.
In the years since 2008 – which I will label “BBS” – “Before Bear Stearns” businesses have reduced their expenditures on employee training dramatically. That results in under-skilled personnel. So the result is that we are choosing to reduce training costs, and therefore providing customers with under-skilled personnel. I am sure you don’t think that this is a sustainable position to take.
We have been offering management training since the early 1990’s. We have done this in combination with Industry associations, as well as directly with manufacturers and dealers. We have provided learning opportunities for Parts Management, Service Management, Parts & Service Marketing and Product Support Selling. Today we do this via a new Company called Learning Without Scars. You can visit our website at www.learningwithoutscars.org to learn more about training and creating an environment of skilled personnel.