In a highly competitive market, the struggle for exposure can be difficult and expensive, and sometimes your own resources aren’t available for a costly campaign blitz. This is why commercial dealership success requires a nimble-minded ability to think outside the box and develop advertising solutions that don’t break the bank. In other words, commercial dealers need to learn how to be scrappy in marketing without spending a dime — or at least, spending very few dimes.
It’s important to keep in mind that being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 5D of our ongoing Scrappy Marketing on a Budget series, we’re discussing how that success can be achieved when dealers Evaluate Email Campaign Success. Continue reading “Scrappy Marketing on a Budget: Evaluating Email Campaign Success”
As part of my sales-consulting and dealership-training work, I often interview candidates for job positions in equipment sales and management. In fact, I interview over 50 candidates every year, and – just like the insurance commercial says – I know a thing or two because I’ve seen a thing or two. Almost every factor I’ve seen contribute to sales success can be placed into two categories: “Skill” and “Will” (a pair of terms I’ve adopted from “The Sales Manager’s Guide to Greatness” by Kevin F. Davis). Continue reading “Ability & Attitude: Qualities of the Most Successful Salespeople”
I’m a big reader, averaging one book every two weeks. My topics are usually related to sales, customer service, leadership, or motivation. That may sound boring to some, but I consistently learn things that make me a better sales-consultant, dealer-trainer, and professional-coach. As the old saying goes, “when you’re through learning, you’re through.” In that spirit, I recently finished a great sales-management book titled, “The Sales Manager’s Guide to Greatness” by Kevin F. Davis. There are a lot of great ideas in the book which are relevant to equipment salespeople, but the topic that stood out most to me was the concept of “Skill and Will.” Continue reading “Skill & Will in Equipment Sales”
The California Gold Rush may have ended over 160 years ago, but there is still gold to be found among your own customers. Every time I give a seminar or consult for a dealership, I’m asked, “What’s the fastest way to grow my business?” My answer is always the same: “Through your best clients.” Just like gold that has been wisely invested, our top customers maintain and increase in value over time, providing both retained business and prospect referrals. Continue reading “Striking Gold: Cultivating Your Top Customers for Continued Success”
Here’s a fun fact: bottlenose dolphins and “false-killer whales” (which happen to look like orcas) are distinct species, but often form interspecies “super-pods” to coordinate hunting, with dolphins eating first and making way for the false-killers to prey upon smaller mackerel schools that hide among larger fish. In fact, dolphins and false-killers not only hunt together, but socialize, travel, rest, and even babysit in groups, forming lifelong bonds that occur over many years and great distances. At first glance, there’s no reason for these separate species to interact, but they’ve learned that together — in numbers which can reach into the hundreds — they can accomplish complementary goals. That diverse groups provide opportunities for mutual gain is a lesson commercial salespeople should learn as well. Continue reading “Sea of Opportunity: Tips for Organizational Networking”
I get phone-calls and emails almost weekly from new commercial equipment salespeople. Many of them are near the end of a three- or six-month draw against commission and are looking for answers on how to survive when their draw disappears and their income becomes based on commission. I typically ask the same questions — and receive the same answers:
Q: “What has been your main prospecting activity?”
A: “I was told to knock on doors of local businesses.”
Q: “Have you attended any trade associations or group functions?”
A: “I only go to the Chamber of Commerce events.”
Q: “Doing those activities, have you had meetings with decision-makers?”
A: “Very rarely. How do I get those appointments?”
You get the idea. Only a small percentage of these new hires make it past the guaranteed draw period, much to the frustration of the commercial sales manager. What sets apart the dealerships that seem to consistently find success when building their team? In my view, the answer lies in developing and implementing quality hiring, training, and management practices. Here are 10 tips (3 tips on hiring, 5 on training, 2 on management) to help you build the best dealership team: Continue reading “10 Tips for Building the Best Equipment Dealership Team”
Yes, yes, I know the title sounds negative. Losing sales, after all, is a dealership’s worst nightmare. But talking about what NOT to do helps dealers identify mistakes to avoid and highlights the more productive solutions commercial salespeople should pursue. It’s an important conversation, because some of those pitfalls are not just small stumbles along the way, but major setbacks that contribute to missed sales opportunities and negative attitudes among sales team members. In other words, highlighting “How to Lose Equipment Sales” allows us to have a discussion about if your dealership’s systems and practices perpetuate a culture of success or failure. Let’s dig into 3 quick scenarios: Continue reading “How to Lose Equipment Sales”
As the Winter season begins, we’ll soon be feeling a chill in the air and warming up by a fireplace with cups of coffee or hot chocolate. However, warming up your cold calls should be a year-round practice! Most new commercial sales consultants struggle to get started with cold calls, and it is by far the most frequent and recurring topic I receive questions about. I am a big proponent of network- and referral-based selling, but I am not against cold calling. In fact, cold calls very often make perfect sense, if you do them right. Continue reading “Warming Up Our Cold Calls”
In today’s marketplace, customers often wonder if good customer service still exists. For some consumers, past negative experiences make them dread having to reach out to a business for assistance. Fortunately, that is not the case with Equipment Trader!
Our Key Support Team is more than just customer service; we are a team of dedicated, unique individuals with decades of combined experience and a vast knowledge of the commercial industry. We work tirelessly to establish genuine relationships between Equipment Trader and our dealers, demonstrating that we truly share a strong partnership with them. The Key Support Team is comprised of Implementation Specialists, Customer Success Representatives, and a Help Desk Specialist, each of whom play an integral part in dealer success. Continue reading “Meet the Key Support Team with Equipment Trader”
Many commercial sales managers can get caught in a dilemma I refer to as “the disparate sales team.” A disparate sales team includes both new and experienced sales consultants. The novices, those who are new to commercial sales, are often millennials in their 20s and 30s and bring with them an awareness of new, innovative ways of connecting and an enthusiasm for trying new strategies and methods. The old pros, those who have been around the sales block a few times, are often in their 50s and 60s and offer classic sales lessons that can stand the test of time.
Each team member, the novices and the old pros, each bring helpful knowledge and abilities to the table. But without guidance, they may not learn from each other. This is a big risk, as there are more dealerships than ever getting into the commercial side of the business. I know, because we are contacted constantly by retail dealers interested in pursuing commercial sales. Clearly, it’s incredibly important that commercial sales managers unite their novices and old pros, and together develop relevant skills that can keep your dealership productive and competitive. That’s why today we’re breaking down 7 Steps for Creating a More Productive Sales Team!! Continue reading “7 Steps for Creating a More Productive Equipment Sales Team”