Lanier Training Blog

Michele Holt Featured in March 2010 Prosales

Michele Holt, Owner & General Manager of Lanier Training Group, was featured in the March/April 2010 Bimonthly publication of Prosales in the article Pump Up the Volume: Sell a new product with both your head and your heart, experts advise.

Michele is one of the building material industry’s leading sales consultants. When asked how to gain a competitive edge, Michele replied, “You have to be able to differentiate yourself, get deeper into your customer’s business, and get into their wants…“

Michele also says, as Prosales notes “…Holt advises dealers to find a way to make their customers more successful. For example, is the salesman just rattling of features and trying to sell a product, or is he actually learning about the builder, the builder’s business, and what the goals are for that business?
‘You have to combine features and benefits of the product and see if there is a match with the business…there is always going to be another product or cheaper product. Builders make their money on selling homes, not buying products.'” (emphasis added)

Lanier Training Group’s “Process of Selling” workshop produces successful sales people.

Read the full article.