New program focuses on helping salespeople build credibility and trust with the customer
Responding to the water treatment industry’s need for greater technical sales-training offerings, the Water Quality Assn. (WQA) has added a new Sales Certificate to its Modular Education Program (MEP).
The MAGNA3, a variable-speed wet rotor circulator, will cut power consumption by up to 85%
Grundfos hosted more than 200 sales representatives and distributors for the domestic and commercial buildings market at its Kansas City, Kan., facility last month to prepare its American and Canadian sales forces for the release of the MAGNA3, an energy optimized, variable-speed wet rotor circulator with adaptive intelligence that can cut power consumption by up to 85% when compared with conventional circulators.
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.
Sure, life was simpler before the computer age. It seems like just yesterday you could flip between your three television stations and be content. You could walk to the mailbox to get your daily mail. The only Spam we knew of came in a little tin. If you were unsure of who to call, you simply grabbed the yellow pages.
Now, each day we wake up with more choices, more options and more noise. Things are certainly busier, but are they better? That may not be the right question to ask. It is not helpful for a business to bury its head in the sand and long for simpler times.
Simple marketing strategies to get your message across
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
It finally happened–you fired the toxic salesperson that has been a drain on your company for so long. But now you are the one running all of the sales calls in addition to running your business.
In a previous article (“Come Out, Come Out, Wherever You Are,” June 2011), I discussed how to find good candidates, but suggested that the interview process could take hours. How are you going to find the time? You ran an ad on Career Builder and Monster and have a ton of resumes, but now what?
Making the most of your employee search with a thorough interview process
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
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