Many of us talk about how we make customers our number-one priority. But surprisingly, this area is sometimes cast aside, lacking the necessary effort or without solid direction.
We are one of the only industries I know of that spends so much time and effort talking about scare tactics, high pressure tactics and ethics. I, too, am concerned about using the truth about water, but I realized that truthful water concerns and excitement about products often get confused with scare tactics, and it costs many sales as well as the public an important information resource. Last week at a seminar, I ran into a water dealer who was concerned about scare tactics.
A few weeks ago, a client was interested in changing his company’s remuneration plan. We came up with a pay plan that could give a company important advantages.
There are solutions that work when a customer says "no" such as justifying the value and showing the customer he’ll be dollars ahead. What follows is a list of questions for the customer and then various scenerios that will refer you back to them.
If you want to get all the sales you can get, there is only one person who can decide if it should be a sales or a rental, and that person is the customer.
The first step in handling objections is to get used to them.Experience shows us that the average person says "Yes" after you have asked him five times to invest in water equipment. That means that if you are making a living by asking only once or twice, you could be making a lot more money. There are some steps to follow that make handling objections much easier
Previously, we discussed the basics of overcoming objections. The techniques discussed included bypassing the objection, releasing the pressure and asking if there was anything else. If you can get that far, you are ready to actually solve the objection. This article will take a look at some common objections and ways to overcome them.
This article will take a look at some of the thorny issues of price and some coping techniques.This article will take a look at some of the thorny issues of price and some techniques for working around common problems.
Ideas on how to generate inexpensive leads from people who have used these methods and succeeded."We need more leads, Boss." It never stops. You need leads every day to feed your sales force or they will wither and go somewhere else. Where can you get the leads? Here are a few ideas from clients of ours who have found ways to generate inexpensive leads on a regular basis.
This article deals with the big question: how do you close effectively?