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

The Need For Marketing

Starting and running a business without a marketing plan can be like trying to fly an airplane without radar—you might know what your destination is, but you haven’t a “road map” to get you there. Every company, whether it is established or still in the idea phase, needs a marketing plan that serves as an integral part of its overall business plan for company operations. A good marketing plan supports a company’s broader business goals by formulating a sound marketing strategy and an action plan (i.e., specific marketing activities such as web promotions, direct mail, etc.) that can carve a direct path to bolstered product sales, market share and long-term profitability and success.

Deck: 

Solid Marketing Plans Give Companies Road Maps to Increased Sales, Marketshare and Profits

About The Author: 

Walt Denny is the president of Walt Denny, Inc., an advertising and public relations agency that focuses primarily on home products clients such as Amerock Corp., KitchenAid, L.E. Johnson Products, Inc. and Whirlpool Corp. Known as “The Home Products Agency,” Walt Denny, Inc. was established in 1989, and can be found on the web at www.waltdenny.com.

Activation Date: 
February 26, 2002
Issue Reference: 
Legacy
Legacy ID: 
12969

Getting Paid to Listen

Is there a job out there where you get paid big bucks to listen? I mean sitting with someone over a coffee and just listening? You may guess a psychiatrist or lawyer and that would be correct. The truth is, all of us in the sales profession get paid big bucks to listen.

Activation Date: 
February 26, 2002
Issue Reference: 
Legacy
Legacy ID: 
12967

If You Sell Just Water Softeners, You Could Be Making a Lot More Money

Have you ever done a great demonstration only to find that the customer just isn’t interested? We all have that happen occasionally, but sometimes we cause their apathy by emphasizing the wrong things. What I mean is that people do not buy steel tanks, resin and valves, they buy emotions, dreams and love. Let me explain.

About The Author: 

Carl Davidson is the president of Sales & Management Solutions, a consulting firm specializing in sales and management video training and live seminars. He is the author of several books including Secrets of Accountability Management. His articles are read by more than 60,000 sales professionals monthly. Send comments on this article to him at davidson@salesco.net. For a free demonstration video and list of products and topics, call 800-941-0068.

Activation Date: 
January 30, 2002
Files: 
Issue Reference: 
Legacy
Legacy ID: 
12922