Issue link: http://read.dmtmag.com/i/255289
Groundwork OFFICERS Chairman A. ROY KERN Equipment Corporation of America Coraopolis, Pa. Vice Chairman DENNIS VANDER MOLEN Vermeer MidSouth, Inc. Jackson, Miss. President BOB HENDERSON The AED Foundation Oak Brook, Ill. Treasurer JOHN D. CRUM Wells Fargo Equipment Finance Pittsburgh, Pa. Immediate Past Chairman CHRISTOPHER PERA Able Equipment Rental Deer Park, N.Y. AED Board Representative WES STOWERS Stowers Machinery Corp. Knoxville, Tenn. Executive Director STEVE JOHNSON The AED Foundation Oak Brook Ill. DIRECTORS GARY BRIDWELL Ditch Witch of Oklahoma Edmond, Okla. JOHN COSGROVE Central Power Systems & Services, Inc. Liberty, Mo. MIKE HAYES Komatsu America Corp. Rolling Meadows, Ill. TIMOTHY KRAMER Kramer Ltd. Regina, Sask. DR. WAYNE LONGBRAKE Former Dean, Penn. College of Technology Williamsport, Pa SONJA METZLER Ohio CAT Broadview Heights, Ohio DAVID REILLY John Deere Construction Equipment Moline, Ill. KENNETH SILVERMAN Volvo Construction Equipment Shippensburg, Pa. MARK TEEL Caterpillar, Inc. Peoria, Ill. M. KEITH TIPPETT Kirby-Smith Machinery, Inc. Oklahoma City, Okla. 14 | www.cedmag.com | Construction Equipment Distribution | February 2014 The skill of selling is taught – not inherited or passed on. The veteran sales person will tell you when the old doesn't work anymore, it's time to learn something new. 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 top-performing sales organization. His webinars and semi- nars are ideal for sales managers and profes- sionals, as well as any manager who touches the customer sales process. Buttrey will present The Four Pillars of the Sales Profession for Dealers on April 1-3 in Dayton, Ohio. This two-and-a-half day seminar offers equip- ment industry-specific sales training that you can't get anywhere else. The Four Pillars of the Sales Profession focuses on building personal discipline, relationship skills, and strategic and tactical selling skills. Buttrey will lead participants through high-energy discussions, workshops, and role-plays focusing on relationship and people skills, communication best prac- tices, and selling customers on benefits and value versus price. The value of attending this live event will be evident when your team returns to work with new skills and knowledge to make the sale and keep the customer coming back. For sales training without the travel expense, AED offers three new webinars hosted by Buttrey. How to Work Effectively with Customers, Associates and Employees Feb. 25, 10-11:30 a.m. CDT Great leaders and successful sales profes- sionals know that the secret to success is the ability to get along with all different types of people. This high- impact webinar offers training in the communi- cation cycle; verbal, tonal and nonverbal communi- cation. Learn about active listening and a proven model based on the DISC model of behavior. Discover your behavior style. Run Your Territory Before It Runs You: Time Management for Sales Professionals Sept. 23, 10-11:30 a.m. CDT Sales success begins with prudent time manage- ment. Eliminate time- wasting activities and bring discipline into your daily regimen. Get control of your selling time and do what needs to be done in your territory. Purposeful and Productive Team Meetings: A Workshop for Sales Managers Oct. 23, 10-11:30 a.m. CDT Effective sales management includes productive sales team meetings. This webinar offers practical guidelines and useful tools to plan and conduct these critical meetings. Details and registration for Don Buttrey's webinars and seminars are available at www.aedu.org. Call or click for details: 630-468-5135, pnovak@aednet.org. When the Old Stops Working, Time to Try Something New New dealer sales programs with Don Buttrey offered live and through webinars. Don Buttrey