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

Who Are You Most Like?

We have observed that great salespeople spend a lot of time examining their attitudes and habits and selling themselves everyday on the ones that lead to success. Success requires recharging and selling yourself everyday. Look at the chart and see which column best describes you.

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 28, 2000
Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11901

The One Sales Secret I Hate to Reveal

As someone who makes a living teaching people to sell, there is one sales secret I hate to reveal. The fact is, you don’t have to be a great salesperson to be successful selling water equipment. If the product is good and the demonstration is powerful, three things can make even unlikely people wildly successful.

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 28, 2000
Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11865

Cooking at the Boiling Point

If you go for the close before or after the boiling point, you are much less likely to get a sale.

Activation Date: 
December 28, 2000
Issue Reference: 
Legacy
Legacy ID: 
11825

Dreaming the Dream, Selling the Show

Last month, we discussed feeling customers' pain, which builds desire for change, but change to what? This month, we will discuss dreaming the dream, making the customer visualize enjoying the benefits of your products and services.

Activation Date: 
December 28, 2000
Legacy
Legacy ID: 
11751