Educate Your Associates

Material Handling Sales Bootcamp

Material Handling Sales Bootcamp

Presented by Gary Moore

Learn how to sell more at higher gross margins by focusing on the customer instead of the stuff. This 18 part material handling specific series is great for those new to the industry and a timely refresher for experienced industry salespeople.

Topics covered:

  • Session 1 Introduction (9:27)
  • Session 2 The Sales Environment (8:14)
  • Session 3 Skills Material Handling Salespeople Must Master (13:48)
  • Session 4 Avoid Common Salesperson Mistakes (12:29)
  • Session 5 Functions of Material Handling Salespeople (8:23)
  • Session 6 Objective Based Selling (9:48)
  • Session 7 Prospecting (10:43)
  • Session 8 How to Sell with Questions (17:15)
  • Session 9 The 15 Most Powerful Open Ended Questions (2:40)
  • Session 10 Handling Questions about Budget and Delivery (6:12)
  • Session 11 Creating Sales Proposals that Sell Part I (10:51)
  • Session 12 Creating Sales Proposals that Sell Part II (17:52)
  • Session 13 Review Proposals with Customers including Scrum Meetings (16:59)
  • Session 14 Create Trust by Building Personal, Professional Relationships (11:45)
  • Session 15 Ten Tips to Build Personal, Professional Relationships (11:00)
  • Session 16 Dealing with Customer Objections (7:32)
  • Session 17 Follow Through back to Prospecting (2:36)
  • Session 18 Summing up Material Handling Sales (6:11)

Note: Courses must be registered per individual so that test scores and certificates of completion can be correctly awarded. Individuals will have access to the course for 90 days from the date of registration.

Member Price: $349

Register Now


Gary Moore

Industry Veteran

Gary is a 45+ year veteran of the material handling industry. Gary’s material handling career began as a  manufacturer’s representative calling on distributors.  He moved to a major Denver based material handling distributor in 1976 as Sales Manager.  Products handled by this distributor included forklifts, storage products, conveyor, casters, loading dock equipment, automated systems and many other related products.  After becoming President of the firm, he purchased it from the founders in 1997; sold it to a neighboring distributor in 2006. Gary served as President of MHEDA in 1997.   A frequent speaker, consultant and author on material handling and distribution related topics, he has authored 3 books on sales and sales management.  His book  Objective Based Selling describes the sales model he created while in Denver, and which is  widely used in the material handling industry. Objective Based Selling is the basis of this set of presentations. Gary is a graduate of General Motors Institute (now Kettering University) and Purdue University.

Register yourself and/or other employees of your company!

Click the button below to register yourself or other employees for this course. You will be able to register multiple employees at the same time. Once you complete the registration, you will receive an order confirmation receipt and each registrant will receive an email confirmation with a link to access their course. The registrants will have access to the course for 90 days from the date of registration.

Member Price: $349

Register Now


Key:

Complete
Failed
Available
Locked
Introduction
Open to view video.
Open to view video.
The Sales Environment
Open to view video.
Open to view video.
Skills Material Handling Salespeople Must Master
Open to view video.
Open to view video.
Avoid Common Salesperson Mistakes
Open to view video.
Open to view video.
Functions of Material Handling Salespeople
Open to view video.
Open to view video.
Objective Based Selling
Open to view video.
Open to view video.
Prospecting
Open to view video.
Open to view video.
How to Sell with Questions
Open to view video.
Open to view video.
The 15 Most Powerful Open Ended Questions
Open to view video.
Open to view video.
Handling Questions about Budget and Delivery
Open to view video.
Open to view video.
Creating Sales Proposals that Sell Part I
Open to view video.
Open to view video.
Creating Sales Proposals that Sell Part II
Open to view video.
Open to view video.
Review Proposals with Customers including Scrum Meetings
Open to view video.
Open to view video.
Create Trust by Building Personal, Professional Relationships
Open to view video.
Open to view video.
Ten Tips to Build Personal, Professional Relationships
Open to view video.
Open to view video.
Dealing with Customer Objections
Open to view video.
Open to view video.
Follow Through back to Prospecting
Open to view video.
Open to view video.
Summing up Material Handling Sales
Open to view video.
Open to view video.
Quiz
25 Questions  |  Unlimited attempts  |  43/54 points to pass
25 Questions  |  Unlimited attempts  |  43/54 points to pass
Certificate of Completion
No credits available  |  Certificate available
No credits available  |  Certificate available
Course Evaluation
2 Questions
2 Questions Your feedback is very important to us! Please take a minute to rate the course and give us any suggestions you have for improvement.