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World Class Experience → Sales Excellence

AM Sales Excellence


Content
  • Introduction
  • The 4 Boxes of Selling
  • Box 1 Business
  • Don't put all your eggs in one basket!
  • Box 2 Business
  • Box 3 Business
  • Box 4 Business
  • Where should we focus our efforts?
  • Selling vs. Order Taking
  • Where do we want to play?
  • Design Freeze
  • Request for Quote
  • TAC - Total Acquisition Cost
  • PUC - Per Unit Cost (PUKE!)
  • New Opportunity
  • The Sales Process - IMPACT
  • Qualify The Opportunity
  • Awareness of Need
  • Authority and Ability to Buy or Commit
  • Sense of Urgency
  • Trust in You and Crane Engineering
  • Willingness to Listen
  • Strategically Aligned with Your Organization
  • Them / Us / Fit / Action
  • Ask for the order!
  • Sales Purpose
  • Make Professional Sales Calls
  • Fill-In Sales Calls
  • Before the Call
  • After the Call
  • What should we talk about during a sales call?
  • Common Discussions
  • How many sales calls should I make?
  • The Goal of Each Sales Call
  • Get to know multiple contacts at an account..
  • Sales Maker vs Order Taker
  • The Key Sales Equation
  • Equipment Asset Management
  • Crane's Competitive Advantage
  • AM Sales Excellence Test
Completion rules
  • All units must be completed
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