Fast And Furious: Sales Skills For Rental Professionals

Choose Applicable Price: AED Members - Complete Series (Part I, II and III): $297.00 Non-Members - Complete Series (Part I, II and III): $375.00 AED Members - Part I: (October 19) The Rental Professional Consultant: $109.00 Non-Members - Part I: (October 19) The Rental Professional Consultant: $139.00 AED Members - Part II: (October 20) Tactical Selling: $109.00 Non-Members - Part II: (October 20) Tactical Selling: $139.00 AED Members - Part III: (October 21) Overcoming Objections: $109.00 Non-Members - Part III: (October 21) Overcoming Objections: $139.00

An AED Exclusive.... In a down market, a solid rental operation can mean the difference between profitability and loss. Are your front-line team members able to bring in the rental dollars that you need? Equip them with the tools and skills they need by registering them for this powerful webinar with Don Buttrey of Sales Professional Training. The AED Foundation now offers equipment dealers a low-cost, very convenient sales training opportunity specifically for rental representatives and coordinators! This three-part webinar series will help rental professionals sell themselves, sell skillfully on their feet and be readily prepared for every selling situation they face in their fast-pace selling environment. Learning Outcomes Upon completion of the webinar, participants will know how to: Adapt the skills and tools of the course specifically to rental. Teach tangible skills needed to build relationships so all reps can sell themselves as rental consultants. Discuss how to build trust and customer loyalty to the store and to the rep. Identify specific activities needed to proactively maximize business. Improve tactical selling for better 'on-the-feet' selling interaction skill. Equip with defensive skills to respond to typical rental complaints and objections. Help each store/dealership document their value as related to rental customers and learn how to skillfully relate these company factors as benefits to the customer. Leverage these to lock deals and win business. This series will provide tools and assignments that can be used after the series to develop the rental team with continued practice! The Topics: Part I: (October 19) The Rental Professional Consultant Rental market challenges and goals Taking personal ownership Critical strategic activities for rental coordinators Building trust and relationships as well as communication skills Follow-up assignments Part II: (October 20) Tactical Selling Reactive selling - how to be prepared when customers arrive at the yard. Proactive selling - how to contact and meet prospects to generate more business Offense selling - how to do pre-call planning - what to say to current customers. Follow-up assignments Part III: (October 21) Overcoming Objections Defensive selling - how to be prepared for objections, ploys and complaints Sell defense - how to prepare professional responses to objections you face everyday. Defense preparation and readiness - how to practice to improve skills Follow-up assignments Who should attend: Rental Coordinators and Rental Services Sales Reps Any Equipment Sales Reps who also handle rental responsibilities Rental managers and leaders Why should Rental Sales Professionals attend this Webinar? The market is in a downturn, specifically in housing. Every potential rental opportunity is critical! Previously high business levels typically distract reps from proactive activities. Slower economies indicate we must incorporate specific selling activities to win business and develop new accounts. Rental business is inherently a near commodity market. Equipment brand value is a minimal advantage. Dealership value is difficult with the continued price pressure ? but must be sold consistently to create a dealer value perception. The rental selling cycle is usually very short and spontaneous tactical selling is essential. Wear and damage issues, and rate comparisons are unique objections that must be handled skillfully. Relationships and the differentiation that the rep brings is a primary selling advantage. The webinar training option is a very low cost alternative which eliminates travel, minimizes time away from the field, and avoids coverage issues! Continuing Education Units (CEUs) The AED Foundation is proud to be an International Association of Continuing Education and Training (IACET) Authorized Provider. The AED Foundation awards CEUs to participants in Foundation professional education programs. Participants in this seminar will benefit from 6 hours of professional education and earn Certificates of Achievement worth 0.6 CEUs after completion of the pre- and post-seminar assessments. These assessments are available through AEDUniversity. View the complete course catalog at www.aedu.org. Technical Details and Disclaimer: Once your registration is received and processed an email will be sent to you from "GoToWebinar" with further information to access the program. System Requirements: PC-based attendees Required: Windows 2000 or Windows XP or Windows Vista Macintosh-based attendees Required: Mac OS@X10.4 (Tiger) or newer *Registrations cannot be accepted on the day of the Webinar; please register by 5:00PM on the prior day *The AED Foundation is not responsible for problems resulting from lack of adherence to the participant requirements below. IMPORTANT WEBINAR PARTICIPANT REGISTRATION REQUIREMENTS Registrants must submit a live, correct and unblocked email address to The AED Foundation. Access instructions and all other information and materials for the Webinar will be sent to this email address and this email address only. The owner of the submitted email address is responsible for distribution of all Webinar access information, and all other information and materials, to any and all parties who will participate at that company's webinar site link. "AEDNet.org" must be allowed through all spam blockers (please check with your IT technician prior to the webinar event). If questions, please contact Ms. Pat Novak at 630-468-5135.

Refund Policy: For seminar cancellations, notice needs to be received at The AED Foundation in writing at least 30 days prior to the event date for refund. If cancellation notice is received less than 30 days prior, credit will be extended to the registrant to attend another AED Foundation seminar event within the same calendar year. This credit can be applied only to specified seminar events as determined by The AED Foundation.