Finding a way to perk up your sales is a undertaking that most sales managers, directors, and executives talk about a lot. It’s in reality a holy grail of sorts for every business that exploits a devoted sales force.
For a construction dealer, selling a few supplementary pieces of equipment can make your year. This is particularly true for those selling road building and heavy construction equipment. But before you’re ready to begin coaching new plans and approaches to your sales reps, let’s look at what we know.
Information is readily accessible to any and everyone through an internet access they can find out everything they need to know about whatever thing.
According to the 2014 Equipment World Connectivity Study, 83.1% of contractors use the internet to look for equipment, truck, or tool information.
The study also shows that huge amounts of contractors are even moving ahead further into the sales conduit without ever contacting a dealership:
• Researching brands and models
• Researching specs
• Reading reviews of models
• Finding a dealer
• Estimating sales price
Now that you comprehend this information, let’s look at how you can incline your team to sell more equipment.
1. Better Sales Conversations
As seen, contractors have a lot more authority in the selling process. The data that sales teams have given to buyers is now more easily available. In many cases, these contractors have already made a decision before they essentially contact a rep. And this changes the types of sales conversations that your sales reps are engaging in.
Instead of centering on pitches, your sales reps need to recognize their customers’ needs. And tailoring their message to line up with buyer precedence’s is key to boost the efficiency of their sales conversations. Your clients are busy. Sales professionals have to assist their customers resolve real business problems.
This means doing better research, developing focused goals, asking the right questions, and presenting solutions that directly lined up to customer needs.
2. Value Propositions
Sales professionals frequently talk about selling value, but few are good at practicing what they speak. It’s simpler to center on price. It’s a lot harder to recognize, quantify, and present value to a buyer. Value is a great way to counterbalance pricing demands.
For example, contractors want to know price. But they also need to know the capabilities of a piece of equipment before they buy. A piece of equipment that is $10,000 cheaper sounds great, but that doesn’t do them any good if it can’t carry out work the way they need it to on a job site.
Selling value entail a clear understanding of the profit of your product and an in detail comprehension of your client. This includes identifying what is significant to your contacts, whether they be managers, stakeholders, or executive decision makers. Selling on value takes sweat and determination.
3. Sales Coaching
Most sales managers are promoted from the ranks of in-the-trenches sales professionals, and they are regularly some of the highest performing sales reps but they aren’t always the best at training their workers. Successful sales coaching can have a insightful impact of growth.
High performance sales coaching entails creating a real coaching culture among your sales managers. They have to be capable of evaluating skills gaps, developing plans, observing calls, and following a reliable process.
High-performing sales teams have all of these characteristics in common. They are willing to comprehend their prospects, and develop their sales process to meet the needs of their clients. If you want to perk up your team’s results, begin working on these areas.
I like that you mentioned that a cheaper piece of equipment doesn’t help if it can’t do what they need to on a job site. My brother-in-law is a contractor and recently bought a second-hand excavator for very cheap before realizing that it would do what he needed it to. It is a good lesson to learn that the lowest price isn’t always the best option.
It’s great that you talked about the importance of understanding the value of a machine. In my opinion, it’d be a good idea to look for a professional to help you value your equipment if you’re selling it. In that way, I think you could get the most out of it, and it’d be easier to sell. Thanks for the information on heavy machinery and what to consider when selling them.