Products
What type of machinery does Finning primarily sell, rent, and service?
Caterpillar equipment, Heavy equipment and machinery.
What negotiation strategy is emphasized in Finning's closing deals?
Integrative negotiation strategy
In the sales process, which stage involves determining the prospects you want to pursue?
Prospecting
Name one type of equipment in Finning's product range.
Dozers, Excavators, Skid Steers & Compact Truck Loaders, Articulated & Off Highway Trucks, Log Stackers, and other Forest Machinery
According to Finning, what are the key components of a business relationship?
Trust and Value
What is the importance of asking open-ended questions in the sales process?
To uncover needs and gather more information
In which industries does Finning provide its products and services?
Construction, Mining, Energy Sector, and Forestry
In the closing tactics, what does FAB stand for?
Features, Advantages, and Benefits
Why is critical thinking important in the sales process?
To make informed decisions, solve problems, and communicate effectively.
What are the three main types of products offered by Finning?
Equipment, Power Systems, and Attachments
What is the role of emotional intelligence (EQ) in the closing process according to Finning?
Appealing to the prospect's social style
Why is it important not to accept information at face value in critical thinking
Allows you to make more informed decisions, solve problems effectively, and communicate ideas effectively