In a previous lifetime, I was a high school football coach where I learned that you only win if you take a systematic approach to training, coaching, and playing. Those early experiences led me to a mantra that I still live by today, “In a bad system, even a talented individual is likely to fail. In a great system, even an average person is likely to succeed.” It’s true in sports and it’s true in sales. I have seen exceptionally talented salespeople fail, because they were in a bad system or had no system at all. I have also seen relatively average salespeople succeed beyond their talent level, because they had adopted a strategic and systematic approach to their work.
Because sales systems can have a major impact on your dealership’s success, it’s important to understand the main components of an effective system. So what makes a great equipment sales system? Continue reading “What Makes a Great Equipment Sales System?”
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”
The equipment rental segment is booming. With most contractors saying they plan to grow or maintain their rental use, the American Rental Association predicts the rental industry to reach $60 billion by 2020! This makes sense; after all, there are some major benefits for consumers, for whom rentals provide the affordability, simplicity, and flexibility to accomplish more jobs and grow their business. This is all great news for equipment dealers who stand to exponentially expand profitability through rentals, in both direct and indirect ways. That’s why today we’re exploring the Major Benefits for Dealers Who Rent Out Equipment!! Continue reading “Major Benefits for Dealers Who Rent Out Equipment”