Skill & Will in Equipment Sales

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”

An Ideal Sales Day vs. A Typical Day

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. Continue reading “An Ideal Sales Day vs. A Typical Day”

10 Equipment Dealership Tips for Working Smarter

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. Continue reading “10 Equipment Dealership Tips for Working Smarter”

9 Steps to Equipment Dealership Success

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!! Continue reading “9 Steps to Equipment Dealership Success”