Have You Hugged Your RO Today?

You have to be completely sold and very enthusiastic about your product in order to be able to sell. I thought you might be interested in how I was made more aware of just how wonderful it is to own an RO system.

About The Author: 

Carl Davidson is the founder and president of Sales & Management Solutions. This New York-based company has been offering video and live training for the water equipment industry for almost 20 years. To find out more, call Davidson at 800-941-0068.

Activation Date: 
December 30, 2002
Files: 
Issue Reference: 
Legacy
Legacy ID: 
13470

In Management, One Size Does Not Fit All

Great salespeople learn to customize their sales presentations to the thousands of customer types. However, many owners and managers stop customizing when it comes to their employees. This article will look at some of the sales profiles you may have on your team and ways to get the most out of them.

About The Author: 

Carl Davidson is the founder and president of Sales & Management Solutions. This New York-based company has been offering video and live training for the water equipment industry for almost 20 years. More than 4,000 companies in seven countries use these training and consulting services. To find out more, call Davidson at 800-941-0068.

Activation Date: 
November 27, 2002
Files: 
Legacy
Legacy ID: 
13452

If You Don't Ask, You Don't Get

If we ask everyone we meet if they are doing anything to improve their water, we will be overrun with prospects and sales.

About The Author: 

Carl Davidson is the founder and president of Sales & Management Solutions. This New York-based company has been offering video and live training for the water equipment industry for almost 20 years. More than 4,000 companies in seven countries use these training and consulting services. To find out more, call Davidson at 800-941-0068

Activation Date: 
October 29, 2002
Files: 
Issue Reference: 
Legacy
Legacy ID: 
13406

Straight Talk About Ethics

Our industry seems racked with questions about ethics when, in my opinion, its real problems are problems of selling skills. But many market areas have seen fast-talking companies come in and turn the public against the water equipment industry. Let's take a look at the issues and the answers.

Deck: 

Sales

Activation Date: 
September 26, 2002
Files: 
Issue Reference: 
Legacy
Legacy ID: 
13354

What Could Be Better Than Selling Water Equipment?

The good news for us all is that everyone needs pure water, and they need it every day. We have the biggest population of people who need our product--everyone on earth. Couple this with the fact that only about 10 percent of U.S. homes have water improvement equipment and you have an unparalleled opportunity to sell.

Deck: 

Sales

About The Author: 

Carl Davidson is president and founder of Sales & Management Solutions, a training and consulting company, Lockport, N.Y. He is a well-known entertainer and speaker, as well as the author of several books and hundreds of magazine articles. He can be reached at 800-941-0068 or davidson@salesco.net.

Activation Date: 
August 27, 2002
Files: 
Issue Reference: 
Legacy
Legacy ID: 
13316

The Critical Step

I am always shocked to see how few salespeople use a value justification. In my view, this is a critical step in the selling process. Let’s take a look at some of the advantages this technique gives you and then we will look at the actual script for a justification.

Deck: 

Value Justification for an RO Sale

Activation Date: 
June 26, 2002
Issue Reference: 
Legacy
Legacy ID: 
13168

Cold or Gold?

Remember that opportunity is calling your company every day. Take a moment to ask who is answering and are they turning those calls into cold or gold?

Deck: 

Opportunity is Calling, But Who is Answering?

Activation Date: 
May 28, 2002
Issue Reference: 
Legacy
Legacy ID: 
13133

Recipe to Outside Sales Success

There are 10 ingredients to a successful sales team. Read the following 10 items to see if your sales force measures up.

1. Think First — Plan

Your thinking capacity is one of your greatest assets. Read through these 10 thoughts and think about your overall approach. Ask yourself, “What makes you better or different from your competitor? What advantages do you have, and how will you use them?”

Deck: 

Do you have the recipe for a successful outside sales force?

About The Author: 

Jason B. Schell and Peter Strain have an educational program called Water Depot University. The university offers courses each month at its facility in Barrie, Ontario, Canada. For more information, call 800-427-7986 or in Canada 866-686-9420.

Publication Date: 
May 28, 2002
Activation Date: 
May 28, 2002
Issue Reference: 
Legacy
Legacy ID: 
13132

Hedging Your Hiring Bets

Whom you hire is an important decision. The right candidate will bring sales and profits to your company. The wrong one can mean serious losses and lawsuits. On average, you invest $20,000 in potential profit, training and payroll in each new candidate. Here are some tips from great sales managers as to how to make the right choice of whom to hire.

Activation Date: 
April 25, 2002
Issue Reference: 
Legacy
Legacy ID: 
13066

Are You Sold Enough to Sell?

The truth is that enthusiasm is what you need to sell but some of us are sorely lacking in this precious commodity ... and it’s no wonder. How can you stay up and enthusiastic enough to sell?

Activation Date: 
March 27, 2002
Issue Reference: 
Legacy
Legacy ID: 
13027