Category Archives: Sales

Heavy equipment sell by performance or by mere brand name

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One of the most important component that has the potential to keep the construction industry moving is heavy equipment. For a person who wants to buy a heavy equipment, he is often baffled with the question if he should be buying an equipment that has a history of good performance or something that simply has a good brand name to back it up. Not all the famous and big brands have produced the best of machines and not all the low market brands have manufactured vulnerable machine is a point worth noting. Though brands like CAT, John Deere, Hitachi and alike are famous for producing real good machines but there are not so famous brands that have produced some machines surpassing the ones produced by the famous brands. In other words, one must go by a brand name as that develops a kind of confidence in the minds of the buyers but simultaneously, if one gets to know that a local company has come up with a real good machine, then they should also show interest in buying that.

We will discuss how a machine with a brand name is an easier selling product than the one without the name of a famous brand.

Brand creates confidence and trust in the mind of buyers:-

What happens when somebody tries to sell you a product that you have not even heard of? The product may be exceptional in terms of quality and performance but you do not know that. This means that the product though being highly productive and excellent in quality lacks the most important feature which works as a constraint from getting it sold. The product lacks a brand and people buy things that has a brand name attached with it. The reason they go for a brand is that other have used the product of this brand and they are content with the quality which in a way suggests that this brand produces goods of high quality and one can easily lay their trust on it.

Brands give importance to the quality of equipment:-

Since brands know that people have huge expectations from their products, they will not want to play with the quality of the equipments. They will want to give the best to the clients. However, knowing the needs of the clients become a must. They can’t produce stuffs that are overtly expensive and that no one is ready to buy it.  They try to maximize the feature components in the machine and try to offer it to the buyers at a reasonable amount.

Performance is more important than just the name of the brand:-

Without a brand’s name, you will find it almost impossible to sell a heavy equipment. Similarly, one can also create a brand name by producing quality machines. It is not that the famous brands were born famous. They had to make their way in. If they stop manufacturing quality machines that gives importance to performance, you will soon find them to be history and they will be replaced by someone who sells machines based on its performance.

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Selling heavy equipment – Must to have a mentor

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We all want to excel in our career and lead a prosperous life and for that we try and do everything under the sun to make that happen. One such profession where you need not be ultra-qualified is being a salesman. However, that does not imply that anybody can become a good salesman. It requires lot of hard work and determination without which it will be futile to dream of a prosperous life. Now when we are talking about sales, we are dealing with a difficult chapter. When you are into selling something, you are winning someone’s trust first and then selling him the product. This also means that if in any case the product goes faulty, the person will lose his trust from you for eternity.

Therefore it is important that you sell the right stuff to the right person. But when you are a beginner you do not know how to deal with situations and how to crack a deal. This is where the need of a mentor surfaces. Ideally, you be a part of any industry, the need of a mentor is always required there but it is probably more needed in the profession of sale because you are not only dealing with the reputation of the company but also with the trust of people and you just can’t allow that to go for a toss.

For people who are selling heavy equipment, the need of a mentor increases in their case. One can just imagine the situation of a newbie who after graduating gets into selling heavy equipment about which he knows nothing. He must be having nightmares to come to office every day and may even think of moving to some other job or some other industry. Well for people like these, there must a guy who will guide them with the things he is supposed to do and the things he should stay out of. Since he will be completely new to this environment, he should first meet his mentor before his starts working for the day. No wonder his mentor will fill him up with positivity and will try to clear any hurdles that he must have experienced during the sale.

Selling heavy equipment may not be as simple as selling some financial product but it is also not a very difficult job. It just depends on how well you take it and the kind of support you get from your mentor. You should be sharing possibly everything pertaining to the job with him. Right from meeting the client to the kind of questions that were asked to you by the client and also the answers you gave should be said to the mentor. By that he will judge the areas where you are lacking and will give necessary advices to work on. You should take them positively and hone your skills further. It takes time to become a good heavy equipment salesman but with the help of your mentor, you can do it without much effort.

Selling heavy equipment that are on the verge of becoming obsolete

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Heavy equipment being so expensive, we use them to the fullest and then when we see no further use we try to sell it off to someone who may need it in his business. But as years passes by, we see a lot of changes in the technology of a machine and people ideally do not wish to buy something that is very old. They like to go with heavy equipment that are known to the operators and they do not experience a hard time to work on it. Now in a situation like this, if you have a machine that has been with you for decades and now it just can’t be used at all, you are perhaps left with no other option than to sell it as scrap. A person with a sane mind will never buy it with the intention of using it in his construction business. It will simply not work.

In case, you sell the heavy equipment as scrap, you are not getting anything out of it. Just few hundred dollars and you are done. But what if a company is ready to pay few thousand dollars for the same piece of metal. It sound to be unrealistic but as a matter of fact there are some companies that deal with age old heavy equipment and buy them by paying decent amount of money which a person selling it can’t even expect to get for that old stuff. These companies are always in the hunt of old heavy equipment that people are happily willing to do away with.

The modus operandi of these companies is to buy the machines at real cheap rate and change their parts with newer ones. They work to give it an altogether new look and also installs gadgets that are currently in demand. Overall, they make it look like a brand new heavy equipment and sell it at a price much less than the ones that you normally buy from the heavy equipment manufacturing companies. These companies have engineers working for them. These engineers have loads of experience in producing heavy equipments. They are also provided with all the equipments that are required to manufacture construction machines. It is just that they can’t use the name of the brand on the machines or else they mostly produce machines which are a bit less than par to the original ones.

It makes a lot of sense to sell old heavy equipment to these companies. They are ready to buy machines that are not bought by anybody. So before you plan to sell it off to such companies, it is better that you first check the number of such companies available in your city. You can contact them and check the price they are ready to pay. Do not commit to anybody but speak with as many people as you can and know the price they are ready to pay you. You can then sell the machine to the person who can pay you the most. In this way, you can get rid of very old heavy equipment and can still make decent money from it.

What makes oneself a good heavy equipment sales person

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Like not everybody is capable of becoming a doctor or an engineer. In the same way, not everybody can become a good sales person. It is true that we all need to sell some or the other thing in our lives but that does not make us a good salesman. In a nutshell, selling is considered to be the most difficult profession and not many can succeed in making it their career. Being a good sales person needs skill, needs confidence and needs all the ingredients that will make the other person realize that you are selling the right stuff to them. In case, if you are not confident on what you are selling, then they might hesitate to buy the most beneficial thing of their life.

Selling items of less value may not be so hard but if you are given to sell heavy construction equipment then you may find yourself in a tough spot. Heavy equipment are real expensive items and it is certainly not an easy task to sell it to construction companies. Moreover, when you are trying to sell the equipment to a person who uses heavy equipment of some other brand, it is very difficult to penetrate and steer their thoughts to buy your product. They may be very loyal to their brand and may not feel comfortable to switch to some other brand. You may have to know yours as well as his products really well so that you can first make a comparison at your end and understand what extra you can offer him which he may not get from his brand. Providing discounts may not always work because people look for quality in machines. They may not want to have any discounts and will certainly not be ready to compromise on the quality of the machine.

Learn the in and out of the product:-

It is very important to know the in and out of the machine you are trying to sell. You can’t sell something that you are not sure about. While you are in the sales business, you may come across people who are experts in construction equipment and may give you a valuable suggestion about the product. Therefore, knowing about the product will give you the scope to counter them and possibly may sell the item to them.

Know your competitors well:-

Remember, you are not the only person selling heavy equipment and therefore you will have to face good number of competition from other players. It is imperative to know your competitors before you start pitching in for your product. Having no knowledge about your competitor’s product would be dangerous as it may tarnish your reputation as a salesman. People will find that you do not update yourself with the recent happenings in the world of heavy equipment.

Understand the needs of the customer:-

Please do not try to sell the customer something that he never wanted to have. You should first understand his requirement and then come up with a product. In this way, you will not only make a sale but will also earn respect for yourself.

Applying solid techniques can make selling of heavy equipment an easier job

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Many people have found selling to be the most difficult work and they usually give it up in just few days from taking a job that involves them to sell the products. They somehow do not find it convenient and remain unhappy with their job. It is only during the time when they are able to make a sale that they get a bit charged up but most of the time they are haunted with the thought of quitting the job and taking something else in its place. Truly, selling is not everybody’s cup of tea. Though it is a requirement that all should be comfortable doing with but the fact is that only a handful of men and women are good in sales and the rest takes up some other job.

Well, life becomes more difficult when one is linked to selling heavy equipment. Selling heavy equipment not only requires good skill but one should adopt some solid techniques to ensure that he converts the possibility of a sale into a definite one. So just mastering the skill to sell might not be enough when it comes to selling heavy equipment but one has to move an extra mile and also learn the “solid techniques”.

Let’s talk in brief about the techniques one can use while selling heavy equipment.

Keep your presentations simple and use more pictures and diagrams:-

If you feel that you have a great job by preparing a presentation that includes jargons which is understood by people from the construction industry then you will be surprised to know that your work has higher chances of backfiring. Please understand everybody likes to understand things in a simpler way. If you make it look complex you have simply lost it. Try and show your work with the help of diagrams and pictures which will relate easily with what you want to explain. Speak only to the point. You need not explain every detail as they may not be interested to know every small thing. So focus on what the users want and it will be transformed into a closed deal.

Make use of social media to reach out to a good chunk of people:-

This is an important technique and a must use when you are into selling of heavy equipment. People should know about you. You can’t knock the door of every construction company checking if they are in need of any heavy equipment. What best you can do is create a business profile in a popular social networking website and add people who are connected to this industry. This will work big time for you and you will see people talking you whenever they see a need to buy a machine.

Keep posting pictures of any new arrivals on your company’s website:-

People are usually attracted to know if there are any new arrivals in the market. You can update pictures of machines that have been just launched by the company and also state on your website the offers/discounts that you can offer. This will let others come to you to buy the machines.

 

 

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Follow the basics to sell heavy equipment

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We often have the notion that in order to become a good seller, one need to be ultra-smart and should have the confidence that he can sell anything to anybody. Well, this notion is completely wrong. You can’t sell anything to anybody as long as the person does not see any need for that product. You can’t catch hold of anybody by his throat and compel him to by your product. That is just not the way how one can become a good seller.

Selling heavy equipment can become more difficult if you believe the notion of “anything can be sold to anybody”. You can’t step out to sell a crawler to a guy who works in a bank working as a home loan officer. It might even happen that he will pitch his home loan products and you may go for it. Simultaneously, if you try and push a guy to buy the machine, even if he has the need for it, he will not buy it from you. People usually dislike salesman who are pushy and prefer to buy stuffs from guys who will give them proper suggestion rather than pushing them hard to buy the equipment.

It is very crucial that you follow the basics of salesmanship and you will not find it a tough job. The skill to sell a product is equally important but even if you just stick to the basics, you may see that things are gradually falling place and in no time you will start hitting good sales figure. Let us discuss the basics of salesmanship and what one should know in order to become a master in selling heavy equipment.

Knowing your product well:-

You can sell something only when you are confident that whatever you are pitching to the prospect makes sense to him and for that you got to keep your product knowledge sharp and your communication concise. Do not over say anything as that may get you into unnecessary trouble and definitely do not say anything that you are not sure about. You try to take your prospect on a ride will only result in him taking you on a ride. Try to gain as much knowledge you can about the machines you are dealing with. Knowing the features should be sufficient if you are newly appointed by your company but as you stay in for a longer period try to learn the technical aspects as well. Experiences will always tech you more on how you can deal with different kinds of clients.

Understanding your prospects wants will fetch you a sale:-

You do not have to try anything harder to make a sale. The only requirement is you need to understand his needs. If possible take a tour of the equipment that he procures so that you make your ground strong and also buy the time to understand the areas where the prospect needs help. Most of the time, the prospect does not know what he is lacking and he will be really grateful to you if you bring him anywhere closer to that realization and eventually ending it up by buying the product.

 

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.

Employ Heavy Equipment Marketing Plan to Grow your Business

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As Seth Godin says, “Don’t find customers for your products, find products for your customers”, clears the idea that presently, marketing is the momentous factor of any sort of business. Earlier the businessmen were not required to give cold calls to their customers to enhance their products and services. Even they used to get calls from the potential shareholders for bidding or proposing their shares in high-priced. But nowadays, this scenario has been completely changed. The traders should acquire knowledge about marketing strategies in order to expand their business.

It is known to all of us that the heavy equipment are available in the souk in an expensive price. Hence the construction and mining companies always want to avail the heavy equipment in rental basis. Loads of heavy equipment rental organizations always try to provide best services in order to attract more and more construction traders towards them. The work environment of our modern society is undoubtedly tough and competitive. This competition is same for the heavy equipment renting concerns also. The owners of these firms should require making former trades calls and executing a marketing method to maintain their incoming channel full of prospective ventures to bid. Here in the following, the businessmen will come to know about the effective marketing strategies without utilizing the process of cold calling.

Build Cognizance of Your Organization

The heavy equipment rental firms must use the trustworthy postal services to create awareness of their companies. They should remember the detailed contact address of their potential buyers. Exclusive, innovative and instructive articles, mini-brochures, postcards, guides and the checklists of the companies should be mailed to the prospective purchasers so as to grab their attention towards the concern.

Pique Clients Attention

Heavy Equipment rental organization should mail some eye-catchy advertisements and discount schemes to their potential customers in order to keep itself in the priority list. The company can also send attractive gift items to the customers for instance coffee cups with hammer shaped handles, golf ball markers, cartoons, web notepads etc. It is very important to know that the heavy equipment companies should send only those materials that are read, demanded and preserved by the customers.

Match Your Service with Customer’s Thinking

Another vital step of the heavy equipment marketing plan is informing the customers about the activities performed by the rental companies. It will help in building confidence of the customers towards the organization. When the heavy equipment renting firms informed the prospectors about their goals, services and attractive packages, this will surely works out. The companies must show their concerns for their customers by sending articles related to various topics like announcements, customer, staff maintenance, administration etc.

Scores of heavy equipment rental organizations utilize database contact software program to maintain track of their targeted punters. This software is considered as the part of the marketing plan that assists the businessmen to promote their products and services in an enhanced way. Furthermore, it helps the heavy equipment companies to find out the contact details of their desired prospective clients. The companies can also mail personalised letters to the approaching customers about their latest schemes.