Water Tests Protect Customers From Guilty Parties

Despite the regulations set for treatment plants, the general public will find itself focusing on the negative and seeking additional treatment from our industry. This spells opportunity for water treatment dealers to illustrate how their services can benefit the public.

I’ve been thinking about the numerous Clean Water Act (CWA) violations we read about — too many to keep up on.

About The Author: 

Wendi Hope King is editor of Water Quality Products.

Publication Date: 
September 11, 2001
Activation Date: 
September 11, 2001
Issue Reference: 
Legacy
Legacy ID: 
12619

Rehash

I believe I have discovered the two most important jobs of a sales manager: recruiting the right number of great salespeople for the team and calling every family that doesn’t buy and trying to get back in the home for an appointment. This article focuses on the latter.

If a typical dealership has three salespeople who each show two demos per night, the dealership does 30 demos per week. If they close at the national average closing rate of 33 percent, that means they sell 10 systems per week. It also means that 20 people

Deck: 

A sales manager's second most important job

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Publication Date: 
July 30, 2001
Activation Date: 
July 30, 2001
Issue Reference: 
Legacy
Legacy ID: 
12464

Packing and Positioning

There are two pillars to success in our industry that some salespeople overlook. They make a big difference to sales and profits and deserve some study. They are what separates the big earners from the not-so-big earners.

Deck: 

Major Ingredients of the Sale

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Activation Date: 
June 11, 2001
Files: 
Legacy
Legacy ID: 
12399

But How Much Is It?

Could we get more of those people to allow us into their home for a demonstration? Here are a few tips from veterans of the phone wars.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Activation Date: 
May 10, 2001
Legacy
Legacy ID: 
12353

Top 12 Things We All Do That Kill the Close

Sometimes we all do things that snatch failure from the jaws of success. Sometimes we are so close to the sale we can taste it until we do something that kills it in its tracks. To prevent us all from doing this, here are the top 12 things we all do sometimes to kill the sale.

12. Not Believing Enough

Deck: 

Sometimes we are so close to the sale we can taste it until we do something that kills it in its tracks. To prevent us all from doing this, here are the top 12 things we all do sometimes to kill the sale.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Publication Date: 
May 9, 2001
Activation Date: 
May 9, 2001
Issue Reference: 
Legacy
Legacy ID: 
12344

E-Business

With so many water treatment technologies and ways to apply them, a major challenge to our industry is to develop online configurators that allow the user to select and order a system that best fits his specific needs.

Deck: 

More than just having a website

About The Author: 

Dale Langefels is the director of e-business and marketing for Crane Environmental, a Crane Co. company. He has a B.S. degree in Aerospace Engineering and Mechanics in addition to more than 12 years of experience in sales management and marketing of water treatment equipment to the commercial and industrial sector. For the past two years, he has focused on developing an e-commerce selling channel ("Quick Ship" program) and driving total business improvements at Crane using e-business tools.

Publication Date: 
May 9, 2001
Activation Date: 
May 9, 2001
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
12343

I've Never Met a Rich Sharecropper

Sharecroppers are poor tenant farmers. They farm the land for the owner in exchange for a share of or percentage of the crops they produce for the owner. They do what they are told and have no land to farm themselves.

No matter how hard they work, they usually are poor. Isn’t it an interesting thing that the least successful salespeople in our industry see themselves as sharecroppers but the most successful see themselves as farmers.

The Sharecropper Mentality

Deck: 

Sharecroppers are poor tenant farmers. They farm the land for the owner in exchange for a share of or percentage of the crops they produce for the owner. They do what they are told and have no land to farm themselves.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Publication Date: 
March 14, 2001
Activation Date: 
March 14, 2001
Issue Reference: 
Legacy
Legacy ID: 
12212

We Ought to Be Committed

We ought to be committed. No, that isn’t a comment on our mental stability but rather a comment addressing the fact that we ought to be totally committed to success if we intend to achieve it. After all, our degree of success at selling or managing our business is what largely determines the material quality of our life.

Deck: 

We ought to be committed. No, that isn’t a comment on our mental stability but rather a comment addressing the fact that we ought to be totally committed to success if we intend to achieve it.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800.941.0068; www.salesco.net.

Publication Date: 
February 14, 2001
Activation Date: 
February 14, 2001
Files: 
Legacy
Legacy ID: 
12018

Who Wants to Be a Millionaire?

As the beginning of a new year rolls around, I think "Who wants to be a millionaire?" is an appropriate question to ask. Housing starts are down and many are predicting a slow-down in our industry. However, I think it’s a real opportunity to make money–even millions–if you want it enough. Is it a dream? Is it hype? Does anyone achieve it? Let’s take a look.

First the Facts

Deck: 

As the beginning of a new year rolls around, I think "Who wants to be a millionaire?" is an appropriate question to ask

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800.941.0068; www.salesco.net.

Publication Date: 
January 1, 2001
Activation Date: 
January 1, 2001
Files: 
Legacy
Legacy ID: 
11936

Oh Yeah? Well, I Quit!

I was giving a seminar last week when one of the managers attending said, "You can’t tell people to work hard in this job market or they just quit." The other managers agreed.

It seemed like the whole room felt that because jobs are so plentiful, we just have to stop pushing our staff or they will walk down the street. Could it be true? Could low unemployment mean the end to staff management?

My mind went back to the "good old days" of the mid-70s. (Ah, the great days of scarce jobs where people would do anything to keep working.)

Deck: 

I was giving a seminar last week when one of the managers attending said, "You can’t tell people to work hard in this job market or they just quit." The other managers agreed.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, which provides sales and management training designed exclusively for the water equipment industry. For more than 13 years, he has helped more than 1,400 companies in seven countries. For a free demonstration tape and catalog, contact the company at 800-941-0068; www.salesco.net.

Publication Date: 
January 1, 2001
Activation Date: 
January 1, 2001
Issue Reference: 
Legacy
Legacy ID: 
11930