I recently joined the Water Quality Assn. (WQA) and am busy learning about the product certification process. I have applied for product certifications in the past, and now I am getting to view the process from the other side.
Using certifications to help market products
Some dealers build discounts into their marketing strategies and expect a discount in every presentation. Others have a strict no-discount policy. Let’s take a look at how to get the most out of those situations in which a discount is necessary.
Don’t Make It a Habit
One of the worst things salespeoples can do is offer automatic discounts. Additionally, if the initial equipment price quoted is not realistic and the salesperson quickly follows with a discount offer, the cutomer may think the salesperson is being dishonest.
Getting the most from the money you give away
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 factors that affect the discount requests of your customers. This article will take a look at a few of these factors and how to avoid discount problems.
Industries in the Clear
Reducing discount requests by training to face objections
Successful business blogs make a profound difference. They drive profit-enhancing website traffic, boost search engine results and showcase leadership and credibility. But blogs come and go. Many business bloggers start off with a bang and then quickly fade, even after just a handful of entries. A well-directed, focused blog, however, can achieve must-read status with influential industry heavyweights, customers and prospects.
Maintaining an interesting & profitable corporate blog
An increasing number of water treatment dealers have found themselves in the position of needing to add to their professional teams. Perhaps they got fed up with some of the toxicity in the organization and made the difficult decision to replace it with professionalism. Or, hopefully, the recovery of the economy has created a necessity for a larger professional team.
Finding qualified professionals
It’s been a tough couple of years for the financing industry. Homeowners, once considered the safest borrowers, were defaulting on loans as foreclosures increased. This factor alone has caused finance companies to rethink credit models and underwriting guidelines.
Tips from a finance company’s perspective
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 versus the problems they endure. Making it easy to buy can make a big difference in your sales. Let’s take a look at ways you can make the process smoother for your customers.
Make It Easy to Meet With You
Simple steps to ease into a sale
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 what he was doing during the slack period of the storm. He said he was doing nothing. Taking it easy. He sent his staff home to ride out the storm.
Making the most of down time
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 sights high enough in 2011. Those of us who do not plan to change in the coming year are doomed to repeat 2010’s level of success. The first step for those of us who want an increase in sales and profits is to set goals attached to activities and deadlines.
How Big Should We Dream?
What has the greatest impact on sales—is it low price, convenience, saving time or low environmental impact? What is going to get consumers’ attention and inspire them to spend their money? Any or all of the above factors impact sales; however, none are effective without proper presentation. Sales are often made because of a presentation.
Tips for an effective sales presentation