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

Can Your Presentation Ever Be Too Good

Assume that whenever you make a statement without proof, the customer assumes you are lying.

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, call 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
April 26, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15107

The Congratulations Close

Part of being a good closer is taking the time to learn good closes until they are smooth and automatic. It should just happen.

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; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
March 30, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15000

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