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.
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?
Tough training and rigid procedures can help you weed out underachievers
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.
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.
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.
Effective Lead Management Guides Sales and Customer Relationships
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?
Beverage industry software may be the right solution
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.
Government, media focus too much on water treatment industry
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.
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.
Planning an effective marketing program