Tuesday, March 5, 9:00AM–4:00PM

Designed for truck body and equipment salespeople, this session will teach participants how to perform specific tasks that relate to the sale. Beginning with how to qualify the customer’s ability to pay for goods received and continuing on to post-sale follow-up, this course will provide useful tools and help create good habits for truck body and equipment salespeople.

In addition to making the sale, it’s also important to hold profit. This session will not only address ways to hold profit, but how to do so in a bad economy. What does it mean to sell value? What is the value of your product, but also, what is the value of your company?

Participants will learn how to work with the truck chassis dealer and distributor; how they affect the sale; and how you can get them to help you make the deal. Additional training on how to best leverage the Internet, e-mail and social networking will be provided.

Staying in front of your customers, whether in person or electronically, helps ensure that you are the first person they think of when the buying decision is made. You also want to be the first person they call when additional products are needed (after-sale follow-up tips will be included in this training session to help make sure that happens).

Examples of training topics include:

• Making customer contact and improving your “First Impression” skills.
• Qualifying the customer to avoid wasting your time and energy.
• Going beyond “Cold Calling” — developing business without going door-to-door.
• The three rules to live by: Sell yourself, sell your company, sell your product — in that order.
• What is a good product comparison? What is the single most important point that no one includes?
• How to become a total resource to customers.
• Learning the difference between “Hearing” the customer and “Listening” to the customer.
• Preparing for the customer presentation.
• The “Golden TEN” — sales steps that really work.
• Obtaining a fair price and holding a profit.
• Selling your value — what are you worth?
• When do people make the “buying decision”? At what point is the sale made?
• How the truck driver/equipment operator fits into the buying equation.
• Staying out of litigation issues — how to cover all your bases.
• Ways to “Ask for the Sale”. How can you close the deal? Why do you hesitate?

All salespeople — potential, new and even experienced — can benefit from this straight-to-the-point session. Participants will learn how to sell in a dignified manner, be a total resource to their customers and obtain a fair deal for their customers and employers. Attendees will learn how to give customers the desire to actually want to buy from them.

Presented by: Robert J. Aquaro, Vice President, TARA Commercial Vehicle Consulting Services, Inc. (Lake Placid, FL)

Ticket required. Special Session not included in any package. Lunch provided to session participants on Tuesday.