Successful Selling: Creatively Getting Prospects to Visit Your Website

Welcome to Part 4 of our Successful Selling blog series, produced through a partnership between Commercial Web Services, Equipment Trader, and…

Successful Selling: How Technology Can Influence Sales Pitches

Welcome to Part 2 of our Successful Selling blog series, produced through a partnership between Commercial Web Services, Equipment Trader, and…

7 Steps for Creating a More Productive Equipment Sales Team

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…

Forgotten Talents: Key Traits to Look for When Hiring at Your Dealership

Managers will often tell me about the “talent” and “potential” they see in an applicant or new hire. If that talent and potential work out, that’s great, but…

10 Tips for Creating an Ideal Sales Day

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 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…

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…

How to Gain Endless Referrals!

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…

Referrals Made Easy!

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…

Leverage

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…

The Sphere of Influence

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…

“Man on the Moon” Goals

NASA (National Aeronautics and Space Administration) was a newly formed organization in 1958 with the expectation of doing great things beyond the bounds of earth. They were embarrassed when the Soviet Union launched the first orbital satellite, Sputnik, in 1959. The leadership of NASA had set goals they wanted to achieve…