Category Archives: Sales

Hiring ace salesman for 2016

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Heavy equipment companies have by now realized that the year 2016 will be a wonderful year for them as far as the sale of heavy equipment is concerned and perhaps this is why they are recruiting salesman in high numbers. They need qualified as well as experienced people who can do the high pressure work with ease and also guys who will stick to their company for years. People who have studied from management schools are welcomed.

There is a huge requirement of people who have studied sales and marketing and know a bit about heavy equipment. Guys belonging from heavy equipment industry can also expect fat packages thus making it an awesome opportunity for everyone. Heavy equipment companies are not only hiring salesman for North America but also for European and Middle East countries. The businesses in Africa are also catching up and therefore there are also opportunities available in these countries.

Since the construction, mining and oil industry are doing well all over the globe, there has been a rise in the employment of salesman. One of the important criteria is that the candidate should be ready to travel and he may have to stay out of station for months and could be even years. Though such candidates will be paid more than the others but they got to be tough and should not feel homesick. Getting such guys is real tough and therefore people who are approaching these companies for interviews should make up their mind in advance and also should be ready to move in case they are being asked to.

There are also certain prerequisites that these heavy equipment companies have from the aspirants. They want them to have some degree of knowledge in heavy equipment. They may not know about the technical aspect as that will not be needed much when you are trying to sell machines but knowing them will always help. You may come across few companies that want their aspirants to even know about the technical aspect. If not in complete detail but definitely should have sound knowledge about what they are dealing with. For instance, if they are trying to sell a machine that is used to extract oil, then ideally companies prefer the salesperson to know the basics of the machine and in case if he manages to gather more information then he stands a fair chance to get quick promotion. So the knowledge he has about the subject can fetch him good results.

Countries like Saudi Arabia, Dubai and other Gulf nations are busy constructing sky touching buildings. The construction companies out there want hi-tech machines that simply the job of the operator in many ways and also help to get the work done in a shorter time. Here the role of a knowledgeable salesman becomes quite essential. He will then not sell machines that are being asked to him to sell. He will rather try to understand the requirement of the client and pitch his products accordingly. This approach of his will be highly appreciated by the company and he will have a higher chance to sell more equipment. Overall, the year 2016 will be a good one for heavy equipment salesman.

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Selling construction equipment is tougher than selling any consumer durable item

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Many people consider the profession of a salesman to be one of the most difficult profession and they have valid reasons to counter it. The important question is why anyone would buy anything from a person that they have not seen or have not known before in their lives. It is very difficult for anybody to trust a person they are not familiar with and it becomes all the more difficult if the salesman is trying to sell things whose brand is not a known one.

There is still scope to sell a consumer durable product to a person but if you are dealing with selling heavy equipment your customer horizon gets further contracted. It is not everybody who will require buying heavy equipment. As long as the person is associated with the construction or mining industry, it makes sense for him to give his time listening to the talks of a salesman trying to sell heavy equipment but other than that, it would be a complete waste of time to pitch the product to people who have nothing to do with these industries.

Product knowledge should be up to the mark:-

Remember when you are dealing with heavy equipment, your product knowledge should be real good. People selling consumer durable products need not be that thorough with their product knowledge because just by creating the need for the customer, he can make the sale. Using the same tactic in case you are selling heavy equipment will definitely backfire at you and will never work for you. So, it is prudent that you do your own research about the product that you are trying to sell and gather as much information as you can that can be pervaded to the end user.

Selling is an art and by practice you’ll master it:-

It has never been easy to sell anything to anyone. Selling is an art and it takes time for one to master it. You got to meet as many people as you can and try to sell them your product. As far as selling construction equipment are concerned, your customer market gets contracted to people belonging to the construction segment. You got to reach them and try to make sure that you fix an appointment with them. Meeting them in person can make a lot good to you in learning how to sell stuffs to people. You can also take your senior along with you. Someone who is good in selling heavy equipment. Check his style, his posture and the way he speaks. You may not adopt everything he does but should pay attention on the way he speaks to the customer.

Do not lose heart if you fail to sell:-

You got to be strong mentally especially when you are failing to sell machines to people. Not everybody will need what you are selling at that point in time. They may keep your number with them and may call you when they feel the need. It is important that you always move to the next person and try to pitch the product in a better way.

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Selling heavy equipment online is more effective than any other means

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In the past, people who were possessing heavy equipment had a real hard time to sell the used machines to another buyer. It not that there were not buyers ready to use used machines but the seller had a tough time to locate such buyers. They had to give the advertisements in newspaper classifieds and they were able to sell it off to the ones who stayed in their city as the news of him selling his used machine never got out of the city. Newspapers are mostly circulated within the city and hence the news of the machine being sold stays in the city and other prospective buyers who are in hunt of something similar do not ever get to know of such thing.

Things have now become far simpler. With the advent of internet, people are using this mode to do lot of businesses. They also use it to sell merchandize, books, electronics and even heavy equipment. If you are wondering how they will ship the item to a different city, then that is no longer an issue. They can even ship it to a different country if the buyer is really interested to buy the item and is willing to pay for the shipping cost. The usher of internet has made many lives simpler and with every passing day many people are latching on to internet to start up their business and many to a larger extent have also seen tremendous success thus making it the source of earning their bread and butter.

Since you can reach to a larger audience, your base becomes bigger. You no longer have to restrict yourself to your city of state but can reach to many other cities, states and countries and can sell your machines there. As a matter of fact, heavy equipment manufacturing companies also have the option of selling their machines to the overseas mark et. Such has been the response that they have now set up their offices in foreign shores and are doing real good. Most of the companies have also set up their units where they are manufacturing machines for that country so that they can save on the shipping costs. For guys who are not big like CAT or John Deere but are still looking to sell machines online can register themselves in an online selling site and go through their terms and conditions in detail. This is important to do as you get you know the conditions that the online portal wants you to follow.

Once that is done, the next step is you start listing your items on the site. You can mention the price of your machine and also mention if it is new or used. Try to spell out every small detail about the equipment on the listing so that people know what they are dealing with. You can also share you email address on the listing so that if anybody wants to reach you, they can. If someone buys the item and pays for it, you got to only ship it to him and keep a track of the shipping order so that it reaches to the buyer safely.

How to be successful salesman selling heavy equipment

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We all know to sell and as a matter of fact we do various things in our daily lives but some are good in selling things and some are simply great. It depends on what exactly you are trying to sell. Not everybody can sell everything except for few exceptions. Selling heavy equipment is quite a difficult job and the one who can sell heavy equipment can definitely see a bright career as a successful salesman in the heavy equipment industry. So if you are good in selling investment avenues, you may find it difficult to sell heavy equipment as they are not at all related to each other in any fashion. In order to become a successful salesman, one needs to understand few very basic principle of selling and then practice those principles on a daily basis. Slowly and steadily, he will find himself getting groomed into a better salesman and then sky is the limit for him.

Having thorough product knowledge:-

This is the first and one of the most important criteria one needs to possess in order to become a successful salesman. Firstly, you need to understand the kind of heavy equipment you got to be selling and only after that you sharpen your skill by learning more about the product. Knowing the intricacies will always help you in dealing with a tough guy who knows almost everything about the machine. You will not see yourself walking out with your tail between your legs feeling embarrassed with your performance. Having good product knowledge is an essential criteria when it comes to becoming a successful salesman. It actually boosts your confidence as you know that you will be able to answer anything that’s put across to you.

Work on grooming up yourself:-

No one likes to talk to a lousy person. So if you are the guy who is least bothered about grooming yourself up, that will go against you. You may be quite knowledgeable about your stuff, confident enough to speak without fumbling or stammering but your personality speaks louder than you. If you are not able to carry a good personality and look like a lousy lad, things will not go your way. So wear formal when you go for the meeting. Make sure that your shirt in tucked in, shoes polished, hair properly combed and face clean shaved. Sport a good perfume and do not wear anything that is flashy.

Know about your competitor’s products:-

Just limiting your product knowledge to your company will not help. You also need to know the features of the products manufactured by your competitors. Do not criticize their products but you can definitely speak well about yours. So knowing a bit about them will always help you in the long run.

Understand the need of your customer:-

A good salesman is not the one who can sell anything to anybody but he is the one who sells his product after understanding the need of the customer and linking it with his product. So you got to hear him first, understand his requirements and then try to associate it with the product. This will convince the buyer and he may go for the stuff.

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Top 4 ways to increase your heavy equipment sales

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The selling of constructional equipment involves a face-to –face selling where both the buyer and the seller want to do the deal without taking the help of any mediator. With the advent of internet, the online sale of heavy equipment becomes easy and effective. Do you have a heavy equipment online business? Are you interested in selling your equipment online? No worries. Relax and follow the cost effective tips that are mentioned below.

Tips to increase the sales of heavy equipment

  • Google Adwords:- It permits any seller to post their ads related with equipment in front of the proposal expecting for that particular unit. As for example:- a customer searches the Google to buy a CAT D6R XL bulldozer, a list of text ad comes out on the side of the web page detailing everything related with CAT D6R XL. The cost of the click will be minimum $0.25 depending on the competition and setting up of the ad.
  • Craiglist:- Another site for classified ad gives permission to the sellers to set up a detail page of the heavy equipment with minimum 8 images absolutely free. This ad will be posted to every major city across the globe. You should implement your marketing strategy here to make it highly impressive. You should always remember that at first it is through your ad only that you can boost up your selling. If you use this sit along with Adwords, you can achieve the goal of your sales by creating a successful campaign of advertising. This technique is cost effective as compared to traditional offline ads in the magazines and newspapers. Offline ads are always more expensive than online ads.
  • Become a skilled author:- Sellers are heavy equipment are well-versed in function, conditions and specifications of the equipment that they are planning to sell online. Writing of blogs and articles regarding these machines show that they are experts in this sphere. Many sellers also write autobiography for opening their account on the free online site of article publishing by giving links to their website and contact info. To get more flow of the readers and the followers, sellers sometimes post the articles and blogs on their own website and social media network.
  • Videos of You Tube:- With the growing popularity of You Tube, no one can deny the fact that You Tube videos are one of the best ways to make the audience aware of your equipment. As here, you will get the advantage of showing your targeted audience the picture of your equipment by explain them everything, the audience will automatically start to incline towards your machine. Videos always let on the prospective audience to watch the operations of the equipment and how to run it. Videos of You Tube can also be tied up with the efforts of email marketing.
  • Mentioning of the service:- Don’t forget to give a detail description of the service you will provide if the customer after buying the equipment is not satisfied.

 

To reach the top of the sale, you should always make a proper marketing strategy. So, go ahead and explore your equipment selling business by following the tips.