Optimism: The Unbeatable Secret to Sales

Optimism is the number-one ingredient in success. How much do you have? The best way to develop optimism is to have a few key phrases ready to inject in things that happen on a regular basis during the sales process. Here are a few examples.

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 authored several books including Secrets of Accountability Management and Financial Secrets of the Water Improvement Industry. His articles are read by more than 60,000 sales professionals monthly. Send comments to him at davidson@salesco.net. For a free demonstration video and list of products and topics, call 800-941-0068. For his free newsletter full of sales, management and financial tips go to www.carldavidson.com.

Activation Date: 
February 26, 2004
Legacy
Legacy ID: 
14840

Great Salespeople Sell Themselves

Many dealers ask me how to tell if a salesperson will work out without investing a lot of money in them. My experience is that dealers often let salespeople continue for too long. What causes this? Is it that we chose the candidate and don't want to admit we were wrong?

Deck: 

Tough training and rigid procedures can help you weed out underachievers

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc. a company that specializes in training, recruiting and consulting for the water equipment industry. For more than 20 years, 4,000 companies in seven countries have used his services to increase sales and profits. To comment on this article, or for more information, you can reach Carl at carl@carldavidson.com or 800-941-0068. For more information or to receive Carl's free newsletter, visit www.carldavidson.com.

Publication Date: 
January 22, 2004
Activation Date: 
January 22, 2004
Files: 
Legacy
Legacy ID: 
14782

What Interests Your Customer?

Many of us get hung up on only one or two reasons why people would be interested in our products. Too often, we get in the habit of using these reasons all the time and fail to customize our approach to each individual. Usually, the reasons are saving money for softeners and health for ROs. Are these the only reasons people might be interested? Is everyone interested in these benefits? Not at all. Let's take a look at other reasons that might interest and motivate potential buyers.

About The Author: 

Carl Davidson is president of Sales & Management Solutions Inc. a company that specializes in training, recruiting and consulting for the water equipment industry. For more than 20 years, 4,000 companies in seven countries have used his services to increase sales and profits. To comment on this article, or for more information, you can reach Carl at davidson@carldavidson.com or 800-941-0068. For more information, visit www.carldavidson.com.

Publication Date: 
December 31, 2003
Activation Date: 
December 31, 2003
Files: 
Issue Reference: 
Legacy
Legacy ID: 
14712

The Top 10 Things Messing Up Your Business

After many years of working with dealers in our industry, I have noticed that the things many of us do wrong fall into a few specific categories. I have listed the top 10 things we do to mess up our business. Take a look and see how many of them are hurting your business. Improving your business starts with seeing the problem and making a commitment to change these top 10--one at a time.

Publication Date: 
November 26, 2003
Activation Date: 
November 26, 2003
Files: 
Issue Reference: 
Legacy
Legacy ID: 
14627

Taking the Lead

Not having a strategic sales lead management process in place inevitably results in lost opportunities. Consequences can range from drooping product sales to being driven out of business by eager competitors.

Deck: 

Effective Lead Management Guides Sales and Customer Relationships

About The Author: 

Walt Denny is the president of Walt Denny, Inc., an advertising/public relations agency that focuses primarily on home products clients such as KitchenAid brand, L.E. Johnson Products and Whirlpool Corp. "The Home Products Agency" was established in 1989. For more information, please log onto www.waltdenny.com.

Activation Date: 
November 26, 2003
Files: 
Issue Reference: 
Legacy
Legacy ID: 
14626

How to Choose Your Routing Software

There is sophisticated software written for the small to mid-sized businesses that conceptualizes bottled water delivery as a particular form of beverage delivery. The question is how to evaluate the quality of the various software products. So what should someone look for?

Deck: 

Beverage industry software may be the right solution

About The Author: 

Lorraine Keating is president of Prism Visual Software, Inc., a software company that develops solutions for the field service and delivery industries. Prism's software has won major awards from renowned technology organizations such as Computerworld's "100 Emerging Companies to Watch in 2002." With 10 years of experience in the bottled water and water treatment industries, the Prism team developed MiniMate-PDA solution that integrates seamlessly with Prism's routing and servicing packages RoadQuest and ServQuest. Prism can be reached at 516-944-5920; info@prismvs.com.

Publication Date: 
September 26, 2003
Activation Date: 
September 26, 2003
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
14442

Going to 'Hell in a Hand Basket'

The image in the media--more importantly, the image may have in ourselves--is that we are going to hell in a hand basket. We are seen as an industry full of charlatans, praying on the weak with high pressure tactics. Nothing could be further from the truth.

Deck: 

Government, media focus too much on water treatment industry

About The Author: 

Carl Davidson is president of Sales & Management Solutions Inc. a company that specializes in training, recruiting and consulting for the water equipment industry. For more than 20 years, 4,000 companies in seven countries have used his services to increase sales and profits. To comment on this article, or for more information, you can reach Carl at davidson@salesco.net or 800-941-0068. For more information, visit www.salesco.net

Publication Date: 
September 26, 2003
Activation Date: 
September 26, 2003
Issue Reference: 
Legacy
Legacy ID: 
14439

The Four Pillars of Closing

There are four pillars to closing in our industry. Many salespeople leave out one or two and that greatly hampers their ability to get as many sales as they deserve. This article will discuss all four in an effort to remind new recruits and veterans of closing techniques that work.

Deck: 

Sales

About The Author: 

Carl Davidson is president of Sales & Management Solutions Inc., a company that specializes in training, recruiting and consulting for the water equipment industry. For more than 20 years, 4,000 companies in seven countries have used his services to increase sales and profits. To comment on this article or for more information, you can reach Carl at davidson@salesco.net; 800-941-0068; www.salesco.net .

Activation Date: 
August 27, 2003
Files: 
Issue Reference: 
Legacy
Legacy ID: 
14382

Lead Generation

Having enough leads allows you to attract and keep great salespeople. Nothing increases recruiting results like being able to say, "We provide the leads and appointments." It also increases production. Dealers who provide leads average twice the sales per salesperson as those who do not. The best thing you can do for your company is to lock yourself in a private room for a few hours and plan your marketing plan for the next 12 months. If you decide to do this exercise, here are a few areas you might consider.

Deck: 

Planning an effective marketing program

About The Author: 

Carl Davidson is president of Sales & Management Solutions Inc., a New York-based company specializing in training, recruiting and consulting for the water equipment industry. His training, consulting and seminars are used by more than 4,000 companies in seven countries. For assistance with or questions on this article or for a free demonstration video and product list, call 800-941-0068; www.salesco.net; davidson@salesco.net.
As I travel the country meeting dealers, it is clear that the most successful dealers have an on-going automatic plan for creating leads, but smaller, less successful dealers tend to advertise by impulse.

Publication Date: 
July 31, 2003
Activation Date: 
July 31, 2003
Files: 
Issue Reference: 
Legacy
Legacy ID: 
14300

Overcoming Obstacles

During the course of a year, this industry sees many changes in standards and regulations. Some of them create quite a challenge for water treatment dealers, but still there are others that offer great opportunity to the dealer who knows how to use them correctly.

During the course of a year, this industry sees many changes in standards and regulations. Some of them create quite a challenge for water treatment dealers, but still there are others that offer great opportunity to the dealer who knows how to use them correctly.

Deck: 

The challenge of selling product amidst standards changes

About The Author: 

Wendi Hope King is editor of WQP.

Publication Date: 
July 22, 2003
Activation Date: 
July 22, 2003
Files: 
Issue Reference: 
Legacy
Legacy ID: 
14299