Turning Objections Around

In today’s economy, it is harder than ever to get appointments with people who actually have the money or credit to buy water equipment. That is why it is a shame to see salespeople who do not try as hard as they can to get the sales from these golden opportunities. This article is taken from coaching calls I performed for clients and actual sales situations and objections that came up around the country.

Objection 1: We’re Happy With the Taste of Our Tap Water

Deck: 

Objections that can be overcome to make a sale

About The Author: 

Carl Davidson is president of Sales And Management Solutions, Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Publication Date: 
June 1, 2010
Activation Date: 
June 1, 2010
Issue Reference: 

Employee Accountability & Incentives

Perhaps one of the greatest challenges to many business owners and managers in the water industry is in finding ways to juggle the many hats they are forced to wear without neglecting the very people they rely on for their businesses to thrive or in some cases, merely survive.

Many dealers do not have the resources to hire and maintain a full-time sales, office or service manager. This role often falls on their own shoulders, which can at times lead to dissatisfied employees and customers and service that is not at the level it could or should be.  

Deck: 

Developing an effective incentives program for your business

About The Author: 

Kelly R. Thompson, CWS VI, is president of Moti-Vitality, LLC. Thompson can be reached at 810.560.2788 or by e-mail at kellyt@moti-vitality.com.

Publication Date: 
June 1, 2010
Activation Date: 
June 1, 2010
Issue Reference: 

Grow Your Business & Margins, Even Now

The recession has caused businesses and consumers to tighten their belts, rethink purchases and attempt to negotiate prices at every opportunity. Selling and financing in this environment is difficult, yet savvy dealers are able to grow their sales and even their margins. How do they do it? The following is a compilation of the best business and financing practices by water quality dealers that are not only surviving but thriving.

Analyze Your Business

Deck: 

Ten guidelines for growing your business

About The Author: 

Carol Francis is marketing manager for TimePayment Corp. Francis can be reached at 877.868.3800 or by e-mail at carol.francis@timepaymentcorp.com.

Publication Date: 
June 1, 2010
Activation Date: 
June 1, 2010
Company Reference: 
Issue Reference: 

Communication: The Critical Factor

When we consider the common cause of business challenges in most circumstances, it often comes down to communication—or the lack thereof. The failure of many business relationships or initiatives is the result of poor communication. Whether one is selling or managing, good communication skills are critical.

Having Influence

Deck: 

Influence customers with a message that inspires

About The Author: 

Ric Harry is a sales, management and technical consultant for the water treatment industry. Harry can be reached at richarry@cogeco.ca or 905.734.7756.

Publication Date: 
April 24, 2012
Activation Date: 
April 24, 2012
Issue Reference: 

WaterGroup Names New Lead of International Inside Sales

Source: 
WaterGroup
Deck: 

He will be responsible for logistics, quoting and coordinating shipping and more

WaterGroup recently announced that Nate Wells will lead international inside sales. In his new role, Wells will be responsible for logistics, quoting and coordinating shipping and answering technical questions.

He joined WaterGroup five years ago as a customer service representative and has since continued to increase his responsibilities in sales with select Hydrotech customers requiring more focused sales support. In addition, he has performed water analysis and answered technical questions to better serve customers.

Company Reference: 
Publication Date: 
April 24, 2012

AdEdge Welcomes Eric Simpson as Project Engineer

Source: 
AdEdge Water Technologies LLC
Deck: 

He will be responsible for management tasks, system design, project scoping and water treatment projects

AdEdge Water Technologies LLC recently welcomed Eric Simpson as its newest project engineer. He will be responsible for management tasks related to proposal preparation, system design, project scoping and execution of water treatment projects for systems to remove arsenic, iron, manganese and other contaminants from groundwater.

Simpson brings more than 20 years of experience in the water and wastewater industry, serving in capacities ranging from water distribution design, water modeling and sanitary sewer design and rehabilitation. 

Company Reference: 
Publication Date: 
April 13, 2012

AdEdge Water Technologies Welcomes New Control Systems Engineer

Source: 
AdEdge Water Technologies
Deck: 

She will be responsible for programming, quality assurance, field support, troubleshooting and more

Tobey Strauch recently joined AdEdge Water Technologies LLC as control systems engineer. She will be responsible for programming system control panels, quality assurance, process management, field support, troubleshooting and designing mechanical and electrical interfaces for water treatment systems to remove arsenic, iron, manganese and other contaminants from groundwater.

Publication Date: 
April 11, 2012

The Pit of Mediocrity

Using advertising to take your company from average to exceptional

About The Author: 

Tim Miles is the founder and president of The Imagination Advisory Group. Miles can be reached at tim@thedailyblur.com or 573.234.6282.

Activation Date: 
March 28, 2012
Issue Reference: 
Legacy
Legacy ID: 
23274

PMI Welcomes First Certifier Allied Member

Source: 
Plumbing Manufacturers Intl.
Deck: 

IAPMO will receive variety of benefits of being PMI member

Plumbing Manufacturers Intl. (PMI) announced that the International Assn. of Plumbing and Mechanical Officials (IAPMO) has joined the organization as a charter Certifier Allied Member.

Publication Date: 
March 16, 2012
Legacy
Legacy ID: 
55164

WaterGroup Promotes Jamie Buczynski to Sales Manager

Source: 
WaterGroup
Deck: 

Buczynski will be responsible for southwestern Ontario region

WaterGroup announced that Jamie Buczynski has been promoted to southwestern Ontario district sales manager. In his new role, Buczynski will be responsible for increasing sales with plumbing wholesalers, training and field application customer service.

Company Reference: 
Publication Date: 
March 12, 2012
Legacy
Legacy ID: 
55147