Boost POE Sales by Leveraging the New Arsenic Standard

Recent market research showed that more than 73 percent of consumers prefer to consult with a water treatment professional when dealing with arsenic. Combining this inclination with the preference for the POE approach, the treatment professional has a unique opportunity to generate significant new revenue from POE sales with minimal upfront effort.

About The Author: 

Craig Winter, CWS-III, is president of EnviroInvestigations & Remediation, Inc., which operates a water treatment sales and service division called Advanced Quality Water Solutions (AQWS) (www.aqws.com). The company is headquartered in Brunswick, Maine, with additional offices in central and northern Maine. AQWS has been working to combat arsenic contamination in drinking water since 1999. Craig has more than 12 years experience working with contaminated groundwater issues and can be reached at 207-721-8620; cwinter@suscom-maine.net

Publication Date: 
January 30, 2002
Activation Date: 
January 30, 2002
Issue Reference: 
Legacy
Legacy ID: 
12916

How Many Demos Is a Full Day's Night?

Recently, several salespeople and managers told me they don’t believe a reasonable person can average a minimum of two demos per day as we recommend on our recorded training videos. Are we leaving out important practical considerations? This article will take a look at this issue and help you make this important decision. Your financial success is determined by the decisions you make, so choose wisely.

Written Commitments

About The Author: 

Carl Davidson is the president of Sales & Management Solutions, a consulting firm specializing in sales & 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.

Publication Date: 
January 1, 2002
Activation Date: 
January 1, 2002
Legacy
Legacy ID: 
12835

Thinking Outside the Box

This article is a salute to those who think outside the box and an invitation to us all to try the unusual and unique to see if it helps us differentiate our company in the marketplace.

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: 
December 4, 2001
Activation Date: 
December 4, 2001
Issue Reference: 
Legacy
Legacy ID: 
12808

Can Technology Help You Sell More? Part 2

Last month, I discussed a few ideas on tossing your selling techniques into the new century by utilizing available technologies. This month lists a few more selling ideas that have proved themselves worthy of a salesman’s efforts.

Palm Pilots, Calendars

Deck: 

Last month, I discussed a few ideas on tossing your selling techniques into the new century by utilizing available technologies. This month lists a few more selling ideas that have proved themselves worthy of a salesman’s efforts.

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: 
November 9, 2001
Activation Date: 
November 9, 2001
Issue Reference: 
Legacy
Legacy ID: 
12762

Can Technology Help You Sell More?

Many of us went into sales because we were good with people and bad with paper work. As a result, many of us have shied away from changing technology during the last few decades.

Deck: 

Part 1

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: 
October 12, 2001
Legacy
Legacy ID: 
12701

In Need of an Economy Upswing

Historically, the economy improves only when people are convinced that it is improving. Apparently, the Bush Administration hasn’t been all that convincing because the economy isn’t steadily improving. At least, not according to corporate managers and, most importantly, not according to consumers.

We’ve all seen the deadly warning signs.

Deck: 

Business, not government, must improve the economy

About The Author: 

Andy Marken is president of Marken Communications, Inc., Santa Clara, Calif. He may be reached at andy@markencom.com.

Publication Date: 
October 12, 2001
Activation Date: 
October 12, 2001
Legacy
Legacy ID: 
12698

Free! Water Test

If you don?t believe in testing water, you?ll never make what you should be making in our industry. Despite this fact, many salespeople feel, deep down inside, that it?s just a gimmick to sell our product ... that asking to do the test is just a come on.

Deck: 

Utilizing water tests helps make 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: 
September 11, 2001
Issue Reference: 
Legacy
Legacy ID: 
12621

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