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

Beware of What You Take Pride In

They mistake certain aspects of their business for badges of honor when they are really signs of lack of proper sales and management.

Deck: 

Ten common claims we make that could be a sign of poor sales and management techniques

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: 
January 1, 2005
Legacy
Legacy ID: 
15670

Forget Your Title and Focus on the Job

“Selling is cool. Selling is fun. Selling is good for your company’s long-term success and profitability. It is as true for engineering, accounting, legal, product planning, marketing, accounting, manufacturing and public relations as it is for the
sales department.”

Deck: 

Learn Why Job Descriptions are Secondary—What Matters is Selling and Making a Profit

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: 
December 1, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15636

‘The Good, The Bad and The Ugly’

Who wants to join the ranks of dusty predators who pounce on unsuspecting homeowners.

Deck: 

How to Generate Leads Without Random Door Knocking

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. Send comments to davidson@salesco.net. For more information, contact Carl at 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
December 1, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15633

Hot Button Selling

Other industries have already found that every customer buys for a reason as unique as their fingerprints…called hot buttons.

Deck: 

Learn How to Avoid Tired Sales Techniques

Activation Date: 
November 1, 2004
Files: 
Legacy
Legacy ID: 
15570

Wanted ‘Sleeve Roller With Dirty Hands’

“People come and quit. What is happening out there?”

Deck: 

Recruiting the Right Salespeople for Your Business

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: 
October 7, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15500

Heating up Your Demonstrations

Unless you have a demo that is so good the customer wants the system and wants it now, it is just not good enough.

Deck: 

A Good Demo Will Make a Difference in Your Sales

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: 
August 30, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15414

Looking for Trouble

Take inventory
of your company
and see how many
of these mistakes
you are making.

Deck: 

Avoid Mistakes That Hurt Your Sales

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. You may copntact Carl at 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
July 29, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15350

Doing Great in a Do-Not-Call World

Here are some great tactics dealers are using to get all the leads they want without breaking the law.

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 29, 2004
Files: 
Legacy
Legacy ID: 
15271

Bad Credit? No Problem

Financing is the key to success in our industry, so do not leave home without it.

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 1, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15205