Sales

Jul 15 2011
Some dealers build discounts into their marketing strategies and expect a discount in every presentation. Others have a strict no-discount policy....
Jun 1 2011
Why do customers expect discounts? You may think the answer is simple: They want to save money. The truth, however, is that there are many more...
May 31 2011
Successful business blogs make a profound difference. They drive profit-enhancing website traffic, boost search engine results and showcase...
May 31 2011
An increasing number of water treatment dealers have found themselves in the position of needing to add to their professional teams. Perhaps they got...
May 31 2011
It’s been a tough couple of years for the financing industry. Homeowners, once considered the safest borrowers, were defaulting on loans as...
Apr 29 2011
Sometimes we chase customers so hard that we forget to make it easy for them to buy from us. Consumers are always weighing the hassle of buying...
Apr 13 2011
I am writing this article at the end of a week that saw record blizzards paralyze large sections of the country. I asked one of my coaching clients...
Mar 29 2011
The start of a new year is a great time to examine our business life as well as other aspects of our lives. I want to encourage you to set your...
Mar 25 2011
What has the greatest impact on sales—is it low price, convenience, saving time or low environmental impact? What is going to get consumers’...
Feb 6 2011
The two best ways to bar yourself from new ideas in sales and sales management training are to label a trainer as “old school” and decide that people...
Feb 5 2011
A large number of trends in IT and Web development have come and gone as the Internet has grown exponentially over the years. Gone are the days of...
Feb 4 2011
The two best ways to bar yourself from new ideas in sales and sales management training are to label a trainer as “old school” and decide that people...
Jan 24 2011
The world has changed in the last decade. The old adage, “Your customer won’t care what you know until they know how much you care,” has never been...
Jan 17 2011
One of the hardest things for water equipment dealers is to make the jump from one-man operations to companies with sales staff. One error they often...
Nov 24 2010
Almost all water equipment dealers offer a free water test. This strategy has been around for about 50 years and it may be showing its age. Is it...
Sep 27 2010
Most of us feel we are pretty tolerant. However, many in our industry have misconceptions that are costing them a fortune. Here are some assumptions...
Sep 13 2010
According to the most recent figures from Nielsen Media Research Inc., the average American watches television for 4 hours and 35 minutes per day—...
Jun 28 2010
There is a big market in our industry that many of us miss. Other industries thrive on it. It is the replacement market. Some of us feel that if a...
May 28 2010
In today’s economy, it is harder than ever to get appointments with people who actually have the money or credit to buy water equipment. That is why...
May 28 2010
Perhaps one of the greatest challenges to many business owners and managers in the water industry is in finding ways to juggle the many hats they are...