{"id":5841,"date":"2017-10-17T07:24:37","date_gmt":"2017-10-17T07:24:37","guid":{"rendered":"http:\/\/localhost\/test_manager\/how-to-sell-more-construction-equipment\/"},"modified":"2019-07-10T07:12:11","modified_gmt":"2019-07-10T07:12:11","slug":"how-to-sell-more-construction-equipment","status":"publish","type":"post","link":"https:\/\/managersoffice.net\/el\/how-to-sell-more-construction-equipment\/","title":{"rendered":"How to Sell More Construction Equipment"},"content":{"rendered":"<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Finding a way to ramp up your sales is a task that most sales managers, directors, and executives talk about a lot. It\u2019s actually a holy grail of sorts for every business that utilizes a dedicated sales force.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">For a construction dealer, selling a few additional pieces of equipment can make your year. This is especially true for those selling road building and heavy construction equipment. But before you\u2019re ready to start coaching new tactics and strategies to your sales reps, let\u2019s look at what we know.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Information is readily available to any and everyone. It doesn\u2019t matter who they are. A person with a internet access can find out everything they need to know about pretty much anything.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">According to the 2016 Equipment World Connectivity Study, 83.6% of contractors use the internet to search for equipment, truck, or tool information.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">The study also shows that large amounts of contractors are even progressing further into the sales funnel without ever contacting a dealership:<\/span><\/span><\/p>\n<ul>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Researching brands and models<\/strong><\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Researching specs<\/strong><\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Reading reviews of models<\/strong><\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Finding a dealer<\/strong><\/span><\/span><\/li>\n<li><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Estimating sales price<\/strong><\/span><\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Better Sales Conversations<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">As you\u2019ve seen, contractors have a lot more power in the sales process. The information that sales teams have provided to buyers is now more readily available.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">In many cases, these contractors have already made a decision before they actually contact a sales rep. And this changes the types of sales conversations that your sales reps are engaging in.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Instead of focusing on pitches, your sales reps need to understand their customers\u2019 needs. And customizing their message to align with buyer priorities is key to increasing the effectiveness of their sales conversations.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Your customers are busy. They don\u2019t have time to sit through a sales pitch when they\u2019ve already made up their minds. Sales professionals have to help their customers solve real business problems.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">This means doing better research, developing focused objectives, asking the right questions, and presenting solutions that closely align to customer needs.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Value Propositions<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Sales professionals often talk about selling value, but few are good at practicing what they preach. It\u2019s easy to focus on price. It\u2019s a lot harder to identify, quantify, and present value to a buyer.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Value is a great way to offset pricing pressures.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">For instance, 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\u2019t do them any good if it can\u2019t perform the way they need it to on a job site.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Selling value involves a clear understanding of the benefits of your product and an in-depth knowledge of your customer. This includes identifying what is important to your contacts, whether they be managers, stakeholders, or executive decision makers.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Selling on value takes effort and persistence.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Sales Coaching<\/strong><\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Most sales managers are promoted from the ranks of in-the-trenches sales professionals, and they are often some of the highest performing sales reps. But they aren\u2019t always the best at coaching their employees.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">Effective sales coaching can have a profound impact of sales growth.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\">High performance sales coaching involves creating a real coaching culture among your sales managers. They have to be capable of assessing skills gaps, developing plans, observing calls, and following a consistent process.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"> High-performing sales teams have all of these characteristics in common. They are willing to understand their prospects, and improve their sales process to meet the needs of their customers. If you want to improve your team\u2019s results, start working on these areas today.<\/span><\/span><\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Interested in more tips?\u00a0 U can Call Manager&#8217;s Office.<\/strong><\/span><\/span><\/p>\n<p>&nbsp;<\/p>\n<p><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Manager\u2019s Office<br \/>\n<\/strong><\/span><\/span><span style=\"color: #000033;\"><span style=\"font-size: small;\"><strong>Marketing Dept<\/strong><\/span><\/span><\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>Sales professionals have to be capable of assessing skills gaps, developing plans, and following a consistent process.<\/p>","protected":false},"author":1,"featured_media":7806,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mo_disable_npp":""},"categories":[153],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v15.7 - 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