As a salesperson, your job is to get in front of decision-makers and facilitate productive conversations that lead to a commitment for business. Previously on the blog, we’ve discussed what it takes for a salesperson to put together an Ideal Sales Day that is constructed to maximize opportunities for networking and sales. The real point of the post was that organization and planning are the keys to your success.

However, it can be easy to look at an Ideal Sales Day Schedule in a vacuum, and think that it’s easy. In fact, it takes a lot of work and strategic planning to consistently put together a string of ideal sales days that add up to an ideal sales week, and then do it again and again and again until you’ve produced an ideal sales year. If you want to create ideal sales days for yourself, and do so consistently day-after-day, you’ll need to follow some of these 10 Tips for Creating a Dealer’s Ideal Day:

  1. Join one trade association with the focus on attending most if not all meetings, getting on at least one committee, and meeting every member to establish a relationship.
  2. Join at least one networking group with the same intention as above.
  3. Deepen and expand your network and referral system daily. Always be on the lookout for opportunities to create connections.
  4. Obtain the dealership lists of orphaned clients, service-but-not-sold customers, vendors of the dealership, and parts-but-not-main-unit buyers.
  5. Based on all the above, get three appointments a day – on at least 3 days out of the week – with key business owners.
  6. Identify a main, anchor appointment around which you can plan and optimize the rest of the day (visit other potential or current customers in the nearby area, etc.).
  7. Between each appointment call, plan three cold or warm calls.
  8. When appropriate, ask for the right to quote.
  9. Put all information into a business to business CRM like ACT.
  10. Follow up relentlessly.

And here are a few extras to boost sales:

  1. Get your inventory on EquipmentTrader.com. They boost your exposure way beyond what you could achieve on your own, and their dynamic new reporting tools make it easy to keep up with your inventory, track consumer search and engagement patterns, and conduct competitive market research.
  2. Do outbound marketing every day.
  3. Have a CRM that works for commercial sales. This is a game changer.  In most cases, a retail CRM will not work for commercial inventory.
  4. Take a business portfolio that has room for business cards with you on all calls. This helps ensure you are prepared to be a trusted and resourceful referral source at any time.
  5. Send out printed thank-you cards on a constant basis.  Game-changer; trust me.

This is a tough business, but it can feel easy if you work smart and rely on networking and referral based selling. Add in the activities just recommended, and you will come out on top. Like I’ve said before, I’ll see you there!!


About Ken Taylor:

ken-taylor-aKen Taylor’s training, consulting, and coaching have been used on individual, regional, and national business levels to achieve ultimate success! Known as an industry leader and as “America’s Corporate & Personal Coach,” Ken has consulted for companies like General Electric, General Motors, FCA, Ford, Commercial Truck Trader, and Equipment Trader.

Is there such a thing as a typical day for a commercial sales consultant? Maybe not, but there absolutely are certain priorities and actions that can make a day ideal for a dealership.

A commercial salesperson’s ideal day has its beginnings in the days and weeks beforehand, through a process known as “strategic planning”. A typical day that lacks previous planning means that we arrive to work unprepared to avoid distractions or to seize opportunities. An ideal day, however, is intentionally structured by focused and prepared dealers who consistently lay the groundwork for future success and create their own opportunities. Read More

2018 has so far been a breakthrough year. Our commercial sales training program has had more telephone calls in the last two months from dealerships who suddenly want to get into commercial sales than in the last five years combined. Over the last few years, sales have hit records as an improving economy, rising wages, and low interest rates have driven consumers to invest in new machinery. Read More

Recently, we’ve been talking about using referrals to gain appointments with prospects. In November, I wrote about “leverage” and how you can create influence over customers by building positive and productive relationships. This relational leverage is valuable because it gives dealers the ability to ask for important favors from customers, like referrals. Then, in December, we talked about how those referral calls typically go and why they work so well when engaging a prospect.

As we dive deeper into the process of gaining referrals, I want to mention a saying that I live by: “In a bad system, even a great salesperson will most likely fail. But in a great system, even an average salesperson will most likely succeed!” Our system to Gain Endless Referrals is called our “Vendor Referral Program.”  Here are the main focal points: Read More

You’re in your dealership on a Tuesday morning and the receptionist at your company has transferred a call to you. The caller starts out saying, “Hi Bob, thanks for taking my call. My name is Ken Taylor and I was asked to contact you by Jim Smith, the owner of ABC Plumbing, one of your customers, and I promised Jim I would follow through. Do you have about three minutes?” Of course, you answer “yes” since it was your customer who referred me to you. Read More

Webster’s Dictionary defines leverage as “a mechanical advantage gained by the use of a lever.” Applying that definition to dealerships, leverage is a sales advantage gained by creating and exerting influence over an intended target. I think the key to successful sales, therefore, is knowing how to develop and apply leverage over current and new customers. And the most effective way you can create and exert that influence is by building positive and productive relationships!
Read More

I get calls on a regular basis from new commercial sales consultants and most have the same question, “What is the quickest way to grow my sales volume?” My answer to that question is always the same: take a “systematic approach” to the business. No one thing can really jump start sales, but over the last seventeen years training commercial operations, we have come up with a formula that works. As one of our most successful students, Nick Henshaw has said, “Just drink the Kool-Aid.” What Nick means is that simply following the cookie cutter system I created will really work. Ready? Here are 9 Steps to Equipment Dealership Success — and yes, they require work!! Read More

You have been through the scenario before.  Your sales people make their business plans, you review them together, and six months later, nothing has happened!  They are doing all of the things they did the year before!  All of the great intentions of contacting new prospects, expanding their business base, and initiating a marketing program are still on paper, but they were never implemented.  Before we point the finger at a lack of follow-through, look in the mirror first.  Did you create any accountability with their plans?  The answer is usually no. Read More

One of the comments I get from dealers on a regular basis is “I wish we had all the brands!  I could really sell some equipment!” The reason the title to this article is “Careful What You Wish For!” is because having all the major brands is a lot more complicated than it sounds and the payoff is not always what you would expect.  Often the expectation of having multiple brands is an open door to growing sales.  In my 17 years of working with commercial dealerships and many “multi-brand” commercial dealers, here are some things to think about before you expect sales to just fall into your lap: Read More

For years, researchers and trainers have been trying to discover why some salespeople are so successful. Some have tried to prove sales skills are the key reason while others say it is the ability to prospect.  Numerous other factors have been included in the equation, yet the answer seems elusive.  Some salespeople with well developed sales skills fail and some people who make prospecting contacts daily do not succeed.  What is the answer to this elusive question, “why are some sales people so successful?”

Maybe we are trying to make this question too complicated!  If you really took a close look at most of the successful sales people around you, you would find one very common trait, they are “connectors.”  What is a connector?  It is someone who has the ability to connect people from diverse backgrounds, occupations, and lifestyles.  These special people seem to know everyone!  They do not know everyone, but their sphere of influence is incredibly diverse and widespread. Read More