Objective Based Selling and Building Relationships by Gary Moore
In the latest MHEDA Talks episode, Shari Altergott, Chief Experience Officer of The CX Edge, speaks with Gary Moore, an industry veteran, on the essentials of objective-based selling and the importance of building lasting relationships. They talk about effective sales strategies focused on client objectives rather than just product features, exploring how understanding client needs fosters stronger partnerships. Gary also shares insights on adapting sales approaches post-pandemic, touching on how changes in customer interaction have reshaped the industry.
Key Topics Discussed
- Objective Based Selling
- Building Long-Lasting Relationships
- Adapting Sales Techniques
- Addressing Client Needs
- Communication Skills
About Gary Moore
Gary Moore is a 44-year veteran of the material handling industry. At Materials Handling Equipment Company in Denver, Colorado, Gary led direct sales efforts, helping the distributor grow to be a regional and national leader. He developed Objective Based Selling as a material handling specific sales model dealing with the circumstances faced by his salespeople on a daily basis. In 1998, Gary served as President of the Material Handling Equipment Distributors Association (MHEDA). For over 25 years Gary has been an industry author, speaker, and seminar leader.
