Sales Solutions: Three important techniques that can help you succeed

Like many of you, in March I attended the WQA Aquatech show in Las Vegas, and as always, I learned a lot. It was great to meet dealers from around the country and see what is happening. Of the many things I learned, there are three I would like to share with you

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
June 2, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16117

Corporate Communications: All About Delivering Value

Common sense says that for programs to be successful they must be founded on business objectives, not “PR” objectives.

Deck: 

Effective public relations helps produce sales, profits and long-term benefits

About The Author: 

G.A. “Andy” Marken is president of Marken Communications, Inc., Santa Clara, Calif. He can be reached by e-mail at andy@markencom.com.

Activation Date: 
June 2, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16116

Uranium Removal by Ion Exchange

Higher pH solutions, through the addition or use of alkalis such as sodium hydroxide, sodium bicarbonate or sodium carbonate, will result in severely decreased uranium regeneration

Deck: 

Measures to reduce uranium in the drinking water supply

About The Author: 

Frank DeSilva is national sales manager for ResinTech, Inc., West Berlin, N.J. He has been in the water treatment industry for more than 20 years. He can be contacted at 760.809.4864, or by e-mail at fdesilva@resintech.com.

Publication Date: 
April 6, 2005
Activation Date: 
April 6, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16016

Closing Techniques

Remember, no close or technique works unless you try it, and practice is essential to success.

Deck: 

Top closers offer two interesting sales approaches

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800-941-0068; www.carldavidson.com;davidson@carldavidson.com.

Activation Date: 
April 6, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16011

RO Membrane Technology

Desalination systems based on reverse osmosis technology are increasing the availability and quality of clean drinking water in Toas Island in Lake Maracaibo, Venezuela

Deck: 

Advances Improve Global Access to Clean Water

About The Author: 

Jorg Menningmann is the general manager at ITT – Aquious Water Equipment Technologies. Menningmann has a degree in Ocean Engineering from Florida Atlantic University in 1977. He has served as a principal investigator projects for the Office of Water Research and Technology to collect and analyze data on 24 commercial membrane type desalination facilities, as well as a proposal engineer for a variety of reverse osmosis desalination applications. Additional information is available at 561.684.6300 or at www.itt.com.

Activation Date: 
April 4, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15930

Supplier Programs Contribute to Dealer Success

These dealers have access to the best technology the industry offers, which provides a high level of consumer features and benefits.

About The Author: 

Thomas Leunig CWS-IV is marketing programs manager for the Household Water Group of GE Infrastructure Water & Process Technologies, Milwaukee, Wis. Leunig has 20 years of experience in water treatment system sales and marketing. He can be reached at 262.518.4285, or by e-mail at thomas.leunig@ge.com.

Activation Date: 
April 4, 2005
Issue Reference: 
Legacy
Legacy ID: 
15929

Profit From Used Equipment

Many people were selling because they wanted a new softener, and they were great leads.

Deck: 

Four easy ways to increase your bottom line with used equipment

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800.941.0068, or by e-mail at davidson@carldavidson.com; www.carldavidson.com.

Activation Date: 
April 4, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15927

Ozone

Water coolers are as common in the work place as copy machines, yet copy machines receive maintenance and cleaning… most coolers do not.

Deck: 

Using ozone for water coolers can help eliminate maintenance and service hassle

About The Author: 

Roger Nathanson is president of Ozone Pure Water Inc. (OPW), Sarasota, Fla. OPW has been a full service ozone/water treatment supplier since 1980. Nathanson heads the system design, system allocation and R&D departments. He has a background in mechanical engineering, plumbing/pipe fitting, swimming pool remodeling/repair, sales and marketing. He holds a U.S. patent on a proprietary ozone unit/ozone generator design. Nathanson can be contacted at 800.633.8469, or by e-mail at opw01@acun.com; www.ozonepurewater.com.

Activation Date: 
January 28, 2005
Legacy
Legacy ID: 
15768

Opportunity in Las Vegas

Water Quality Products recently spoke with
Peter J. Censky, executive director of the Water Quality Association, to find out more about the WQA Aquatech USA event to be held this spring in Las Vegas.

Activation Date: 
January 28, 2005
Legacy
Legacy ID: 
15763

The Art of Building Trust & Rapport

Building trust and credibility with your audience requires four elements.

Deck: 

Developing a business relationship built on trust and rapport may be the key to landing your next account

About The Author: 

Darren Rabie is the president of Focus
America. Focus America’s mission is ... “to measurably increase the performance
and productivity of your sales organization
with tools, structures and strategies you can use everyday.” Rabie can be reached at
drabie@focus-america.com.

Activation Date: 
January 1, 2005
Legacy
Legacy ID: 
15671
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