Sales

Apr 7 2006
When Jane Smith turns on the faucet of her kitchen sink, she doesn’t worry about water quality. Jane lives in a large U.S. city and trusts that the...
Mar 1 2006
We recently spoke at the national convention for EcoWater Systems in Tucson, Ariz. At the dinner, a dealer asked us: “What is the common denominator...
Mar 1 2006
For more than half a century, Michigan residents have turned to Wolverine Water Systems for solutions to their water quality issues. And now, a...
Feb 1 2006
On average, salespeople in our industry close about 33% of full-demoed homes successfully. In turn, companies spend a fortune trying to increase...
Dec 22 2005
A large auto manufacturer did a study a few years ago that showed most people talk to themselves all day long. The study found that if people train...
Dec 1 2005
Today’s customer doesn’t need to be “sold.” They don’t want to be tricked or pushed. They want to be led to the decision that’s right for them. To...
Nov 1 2005
Anyone can say they have a job responsibility, but the real question is, do your actions prove it? Let’s examine this issue, not to be critical, but...
Sep 23 2005
As we work with clients, we find that many water equipment dealers are unaware of the various safety regulations with which they are obligated by law...
Aug 19 2005
Following in the footsteps of a very successful seminar that took place last fall in Las Vegas, Water Quality Products was pleased to join Carl...
Aug 19 2005
A sale is a transference of enthusiasm. It sounds so simple, but the problem is that as we stay in our industry, time and rejection whittle away at...
Aug 4 2005
We have heard it time and again from salespeople and managers that the customers don’t give them the respect they deserve. The question is, is their...
Jul 5 2005
Multimedia Sales Tools Some dealers rely on multimedia programs to sell water equipment. However, just like flip books, these programs will prove...
Jul 5 2005
Sure marketing is an easy target. Quick savings can be achieved by cutting programs. But in the haste to achieve these savings, businesses are...
Jun 2 2005
The Coin Flip Close I have to admit, I have never seen this closing technique before. It shows again that sales people who have fun with customers...
Jun 2 2005
Over the years, hundreds of highly respected professionals, analysts and educators have developed comprehensive and sometimes complicated...
May 6 2005
The best part of my career is meeting great closers around the country and seeing the different and innovative measures they take to sell more...
Apr 5 2005
Starting a new dealership must seem like a whirlwind of activity with no end in sight. Owners and managers are focused on so many operational tasks...
Apr 5 2005
Many equipment dealers never think about used equipment. In fact, I often see piles of used systems in the dumpster at the back of the dealership....
Mar 11 2005
One of the things that has helped my sales is to watch customers closely during a demo. Watch their body language as you talk. You will notice that...
Feb 8 2005
WQP: What is WQA Aquatech and how did this event become to be? Peter J. Censky: WQA Aquatech USA is a new tradeshow concept in the water industry....