CED

February 2013

Issue link: http://read.dmtmag.com/i/107829

Contents of this Issue

Navigation

Page 15 of 59

Groundwork Officers Chairman Chris Pera Eastern HighReach Company, Inc. Horsham, Pa. Vice Chairman A. Roy Kern Equipment Corporation of America Coraopolis, Pa. President Bob Henderson The AED Foundation Oak Brook, Ill. John Crum Treasurer Wells Fargo Equipment Finance, Inc. Pittsburgh, Pa. Immediate Past Chairman Walter Berry Berry Companies, Inc. Wichita, Kan. AED Board Representative Whit Perryman Vermeer Equipment of Texas Irving, Texas Executive Director Steve Johnson The AED Foundation Oak Brook Ill. Directors Gary Bridwell Ditch Witch of Oklahoma Edmond, Okla. Mike Festing-Smith NORTRAX, Inc. Tampa, Fla. Mike Hayes Komatsu America Corporation Rolling Meadows, Ill. Timothy Kramer Kramer Ltd. Regina, SK Dr. Wayne Longbrake Former Dean, Penn. College of Technology Williamsport, Pa. Sonja Metzler Ohio CAT Broadview Heights, Ohio Kenneth Silverman Volvo Construction Equipment Shippensburg, PA Mark teel Caterpillar, Inc. Peoria, Ill. Keith Tippett Kirby-Smith Machinery, Inc. Oklahoma City, Okla. Sales Training to Put Your Employees at the Top of Their Game Don Buttrey offers sales training through webinars and in-person events. The skill for selling is taught – not inherited or otherwise passed on. The economy is ramping up and new sales skills are needed to compete in the new market. Don Buttrey, well known as a sales educator to the heavy equipment industry, offers courses that teach the sales and leadership skills most critical to the success of a topperforming sales organization. His webinars and seminars are ideal for sales managers and professionals, as well as any manager who touches the customer sales process. 2013 Webinars For those who are looking for convenient sales training that can be accessed from their desk, Buttrey will offer three webinars in 2013. Sell Process - Your Offense March 5, 2013; 10-11:30 a.m. CDT Anyone in your company who has contact with your customers must know how to sell. This webinar will teach how to prepare and execute highly effective customer interactions. Improve call success with this powerful precall planning process. Sell Process - Your Defense May 14, 2013; 10-11:30 a.m. CDT Complaints are inevitable. Every dealership makes mistakes – it's how each service professional interacts with the customer that makes the difference. Negative experiences, handled correctly, can actually solidify customer loyalty. This webinar teaches a sell defense. The Serve Process Sept. 24, 2013; 10-11:30 a.m. CDT Awesome customer service happens, or doesn't happen, at every interaction point that the customer experiences with employees in your dealership. This webinar will address issues related to each department to help them interact with customers and provide excellent service. Live Events in 2013 Buttrey will present The Four Pillars of the Sales Profession for Dealers on April 2-4, 2013, and Nov. 5-7, 2013, in Dayton, Ohio. This two-and-a-half day seminar offers equipment industry specific sales training tailored particularly to the needs of the construction equipment distributor. Like professional athletes, sales professionals require ongoing conditioning and practice in order to succeed. "Four Pillars" topics include personal disciplines, relationship skills, strategic selling and tactical selling. Buttrey will lead participants through highenergy discussions, workshops, and roleplays focusing on relationship and people skills, communication best practices, and selling customers on benefits and value versus price. Attendees will return to work with new skills and knowledge to make the sale and keep the customer coming back. Registration for Don Buttrey's webinars and seminars is available at www.aedu. org. Contact Pat Novak with any questions: 630-468-5135, pnovak@aednet.org. Duane Wilder Liebherr Construction Equipment Co. Newport News, Va. 14 | www.cedmag.com | Construction Equipment Distribution | February 2013 14_groundwork_KP.indd 14 1/30/13 2:57 PM

Articles in this issue

Links on this page

Archives of this issue

view archives of CED - February 2013