Are Your Misconceptions Costing You Sales?

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 that you should examine honestly to see if you are losing money because of your beliefs.

Do You Like Salespeople?

Deck: 

Examining assumptions to realize more sales

About The Author: 

Carl Davidson is president of Sales And Management Solutions Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Publication Date: 
October 1, 2010
Activation Date: 
October 1, 2010
Issue Reference: 

Turning Objections Around

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 it is a shame to see salespeople who do not try as hard as they can to get the sales from these golden opportunities. This article is taken from coaching calls I performed for clients and actual sales situations and objections that came up around the country.

Objection 1: We’re Happy With the Taste of Our Tap Water

Deck: 

Objections that can be overcome to make a sale

About The Author: 

Carl Davidson is president of Sales And Management Solutions, Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Publication Date: 
June 1, 2010
Activation Date: 
June 1, 2010
Issue Reference: 

Communication: The Critical Factor

When we consider the common cause of business challenges in most circumstances, it often comes down to communication—or the lack thereof. The failure of many business relationships or initiatives is the result of poor communication. Whether one is selling or managing, good communication skills are critical.

Having Influence

Deck: 

Influence customers with a message that inspires

About The Author: 

Ric Harry is a sales, management and technical consultant for the water treatment industry. Harry can be reached at richarry@cogeco.ca or 905.734.7756.

Publication Date: 
April 24, 2012
Activation Date: 
April 24, 2012
Issue Reference: 

Two New Sales Managers Appointed at Palintest USA

Source: 
Palintest USA
Deck: 

Nancy Hatley and Erin Post will be responsible for the western and eastern regions of the country

Palintest recently appointed Nancy Hatley and Erin Post as the company’s new sales managers for the western and eastern U.S. regions. Hatley and Post will be responsible for enhancing relationships with existing distributors by providing product training, sales information and technical knowledge. In addition, they will establish new distributors and markets for the Palintest product line of water testing equipment.

Publication Date: 
April 9, 2012

The Pit of Mediocrity

Using advertising to take your company from average to exceptional

About The Author: 

Tim Miles is the founder and president of The Imagination Advisory Group. Miles can be reached at tim@thedailyblur.com or 573.234.6282.

Activation Date: 
March 28, 2012
Issue Reference: 
Legacy
Legacy ID: 
23274

How to Win the Game

Minding the numbers leads to success in the water treatment industry

When I got into the water business, the unanimous sense was that I was lucky to be in such a great industry—an essential field with growth potential. It has been more than two decades since I entered the industry, and the consensus has not changed.

About The Author: 

Ric Harry is training manager – North America for WaterGroup Companies Inc. Harry can be reached at richarry@cogeco.com or 950.734.7756.

Publication Date: 
February 24, 2012
Activation Date: 
February 24, 2012
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
23240

Factoring in Finance Companies

Every dealership has an opinion on what is most important in a finance company. Some care only about the interest rate the customer will pay; others worry more about how they will be treated or how quickly their loans will be funded.

By focusing on only one specific aspect of a program, a dealer may be missing out on some great financing opportunities. There is no one-size-fits-all answer to what makes the best finance company. Here is a look at just some of the criteria to consider.

Annual Percentage Rate

Deck: 

Selecting the right finance company for your dealership

About The Author: 

Andrea McCullion is vice president of sales and marketing for Aqua Finance Inc. McCullion can be reached at andreas@aquafinance.com or 800.234.3663.

Publication Date: 
February 24, 2012
Activation Date: 
February 24, 2012
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
23236

What Now? A Critical Time for a New Employee

It all began when you realized you knew what you had to do: weed out the toxic employees from your company. It took time and sleepless nights, but you did it. The problem was that you were without a salesperson and you were working harder than ever, even if your office was more peaceful.

It was time to hire someone to help move your organization forward. You had an opportunity to hire a sales professional instead of just another salesperson.

Deck: 

Getting new hires off to a successful start

About The Author: 

Kelly R. Thompson, CWS-VI, is president of Moti-Vitality LLC. Thompson can be reached at kellyt@moti-vitality.com or 810.560.2788.

Publication Date: 
February 2, 2012
Activation Date: 
February 2, 2012
Issue Reference: 
Legacy
Legacy ID: 
23221

State of the Industry 2011

Water Quality Products understands the importance of keeping up to date with current industry trends and information. We are pleased to bring you our fifth annual State of the Industry Report, which includes valuable current information regarding the water treatment industry and its trends.

Deck: 

An assessment of the water treatment industry

Publication Date: 
November 30, 2011
Activation Date: 
November 30, 2011
Issue Reference: 
Legacy
Legacy ID: 
23147

Staying Ahead of the Game

Rory Sherman has never been one to let things just come to him. If that were the case, he might still be working as an auto mechanic in Phoenix. That is what he was doing in 1977 when he spotted a blind ad for a sales position with a local water dealer. He answered the ad, and all of a sudden a new world of opportunities opened for him.
 
He got the hang of the water business quickly, moving up the ranks into management before long. Eventually he relocated to Utah to hire and train new employees.
About The Author: 

Jeff Zagoudis is an editorial intern with Water Quality Products. Zagoudis can be reached at jzagoudis@sgcmail.com or 847.954.7973.

Activation Date: 
November 1, 2011
Issue Reference: 
Legacy
Legacy ID: 
23108