Reverses Make the Sale

Many salespeople spend a lot of time working on getting the sale but spend very little practicing what to do when the customer says "No." The national closing rate in our industry is about one out of every three demonstrations. That means 66 out of 100 prospects are going to say "No" and mean it. Even the 33 percent who eventually say "Yes," actually say "No" the first four times they are asked for the order. This means that about 99 percent of the people you talk to are going to say "No," at least at first.

Deck: 

Listed are some techniques that will help you develop solid plans for turning "No" into a sale

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Please e-mail all questions and topic ideas to wqpeditor@sgcmail.com.

Publication Date: 
December 28, 2000
Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11599

Using Optimism to Make the Sale

Can optimism help you make an extra $10,000 to $20,000 a year? It can if professional optimism is practiced in all sales situations.

Activation Date: 
December 28, 2000
Legacy
Legacy ID: 
11566

What Customer Service Means for You

Many of us talk about how we make customers our number-one priority. But surprisingly, this area is sometimes cast aside, lacking the necessary effort or without solid direction.

Repeat Business

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Publication Date: 
December 28, 2000
Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11515

An Interesting Twist on Sales Compensation

A few weeks ago, a client was interested in changing his company’s remuneration plan. We came up with a pay plan that could give a company important advantages.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Publication Date: 
December 28, 2000
Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11458

Justifying the Value of an RO

There are solutions that work when a customer says "no" such as justifying the value and showing the customer he’ll be dollars ahead. What follows is a list of questions for the customer and then various scenerios that will refer you back to them.

Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11478

Rentals vs. Sales: Who Decides?

If you want to get all the sales you can get, there is only one person who can decide if it should be a sales or a rental, and that person is the customer.

Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11434

More Thoughts on Cashing Objections

Previously, we discussed the basics of overcoming objections. The techniques discussed included bypassing the objection, releasing the pressure and asking if there was anything else. If you can get that far, you are ready to actually solve the objection. This article will take a look at some common objections and ways to overcome them.

Activation Date: 
December 28, 2000
Legacy
Legacy ID: 
11399

Yeah, But How Much Does it Cost?

This article will take a look at some of the thorny issues of price and some coping techniques.This article will take a look at some of the thorny issues of price and some techniques for working around common problems.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068. See its website at www.bisonusa.net/salesco/.

Publication Date: 
December 28, 2000
Activation Date: 
December 28, 2000
Legacy
Legacy ID: 
11349

Inexpensive Leads: How & Where to Get Them

Ideas on how to generate inexpensive leads from people who have used these methods and succeeded."We need more leads, Boss." It never stops. You need leads every day to feed your sales force or they will wither and go somewhere else. Where can you get the leads? Here are a few ideas from clients of ours who have found ways to generate inexpensive leads on a regular basis.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For a free demonstration tape and catalog, contact the company at 800-941-0068. See their website at www.bisonusa.net/salesco/.

Publication Date: 
December 28, 2000
Activation Date: 
December 28, 2000
Legacy
Legacy ID: 
11303

Marketing to New Industries

Any company that uses water as part of their process can usually benefit from using purified water.

Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11138