|Download Dec. Issue|
Machine Tool Sales Fundamentals Workshop A Big Hit
On December 10-11, AMTDA conducted another in a series of Machine Tool Sales Fundamentals (MTSF) workshops in Aurora, IL at Mitutoyo America’s campus and training facility. Mitutoyo had eight sales people attend the workshop and Mazak, BIG Kaiser, Ellison Technologies, ABLE Machine Tool Sales, and Allegheny Machine Tool Systems also had participants in the workshop.
The make up of the class included the exact target for the MTSF workshop including young sales people who had recently graduated from college, sales people who had migrated recently from service or applications, as well as successful sales people who were looking for a bit more polish in their presentation skills.
Once again, the pre-work assignment, developing your “elevator pitch” created quite a task for the participants. The term “elevator pitch” is all about communicating your brand and it stems from the dot com days at the end of the ‘90s. If you had a meeting at a company and you found yourself riding up the elevator with the CEO, what would you say on the brief elevator ride up to establish your brand, yourself, and your company with that executive?
The participants refine their elevator pitch over the two days of the workshop. They also learn the 6 Step Sales Process, they learn better listening skills, they learn about the amount of prime time they have available for selling and they learn better skills for one-on-one and in-front-of-the-room presentation skills.
Participants in the MTSF workshop receive a certificate of completion once they have met all of their assignments prior to, and during the class, as well as complete and pass the final. Here is what the participants of the MTSF workshop are saying:
“Machine Tool Sales Fundamentals was an excellent class. I wish I had gone through this workshop two years ago when I started selling machine tools.”
“I enjoyed your class tremendously. Having come from our service side, your class has already begun to take effect. This will help me continue to grow as a salesman. I learned a lot in two short days and the time management portion will help me manage my territory more efficiently. I do believe this class will benefit the new salespeople and get them going in the right direction quicker, rather than learning on their own for years, but I also think it can benefit our veteran salespeople as well.”
“The presentation exercises provided good insight on different styles of presenting.”
“I learned better ways to pre-qualify different types of customers using dialogue techniques.”
“Moving over from service to sales, this workshop was of great value in helping me better understand the people side of the business.”
“The interactive nature of this workshop helps you to actually talk and present, not just sit and listen. It helps with confidence in front of strangers and I feel like I can apply what I learned immediately in the field.”
“I got honest feedback on my presentation skills, along with sample dialogues for handling challenging objections during the sales process.”
AMTDA will hold the next two Machine Tool Sales Fundamentals workshop in the Charlotte, NC area of January 23-24 and in the Los Angeles area on February 14-15. For more information, call Greg Jones at 240-499-0612 or register here.