Equipment Trader

How to Lose Equipment Sales

Yes, yes, I know the title sounds negative. Losing sales, after all, is a dealership’s worst nightmare. But talking about what NOT to do helps dealers identify mistakes to avoid and highlights the more productive solutions commercial salespeople… Read More

Warming Up Our Cold Calls

As the Fall season begins, soon we will be feeling a chill in the air and warming up with heavy coats and cups of hot chocolate or coffee (possibly pumpkin-spiced). However, warming up your cold calls should be…

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…