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.

We’ve got some huge news to share: Equipment Trader is launching new reporting tools for dealers who sell their equipment through EquipmentTrader.com!!

This is a BIG DEAL. These reporting tools will provide dealers with a more advanced understanding of how buyers are interacting with their listings, how their inventory is performing, and how their inventory listings compare to competition in local and national markets, and more. Read More

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

We can’t quite figure out why some dealers do not include photos in their online listings.

Buyers are always going to want to know what a piece of equipment looks like before they buy it, and they deserve as much if they are going to spend a decent amount of money on a machine. But providing photos is not only a seller best-practice for ethical reasons, it’s also better for business. 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

There’s a reason Equipment Trader is the leading online marketplace for buying and selling equipment. Well, actually, there are a few reasons. Today we’re going to talk about one that really excites our dealers: the opportunity to optimize their inventory listings so that they can more quickly and efficiently connect with the buyers who are most likely to be interested and make a purchase. Keep reading to explore 4 Tips for Optimizing Inventory Listings!! Read More

Cranes are taking turns lifting gigantic rocks. Virtual reality headsets are transporting people to worksites around the world. Concrete trucks are spinning on the show room floor. Screens and signs are filled with fun, dynamic graphics. Business cards are exchanged for chances to win smart-tablets and gift-cards. And the Equipment Trader table is handing out our famous color-changing cups (yellow when warm, green when cold).

The scene of your typical trade show is pretty well known, but it also demonstrates a compelling and complicated paradox that we don’t always talk about, related to just how important the set-up of your booth really is. 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

There are many ways to develop leads and connections, from growing your networking leverage and building a sphere of influence to advertising through emerging technology and bold marketing strategies. Personable relationships and attention-grabbing campaigns are certainly effective and lead to a great deal of sales. However, these are only two parts of a strategic, connection-generating trifecta. What is this third, final piece of the puzzle? We’re glad you asked, because today we’re talking about Generating Leads Through Content Development!! Read More