Category Archives: Selling

Selling heavy equipment can be tedious. Be wise enough and rent it

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We all like to work with heavy equipment that have the latest technology installed in it. It evidently makes the work simpler for the operator who otherwise has to go through a lot of stress to get the job done. But as time passes by and with the ever changing dynamic of the construction industry more technologically advanced heavy equipment take over the market thus making the old ones redundant. So the question is what do one does with the machines that they feel has become redundant.

Sell it as scrap may be one options but not the best one and the other would be to give it on rent as there are always takers ready to take old construction equipment just to get their job done. You might also get a good price if you sell the machine but that can be way too tedious and make take a toll on you. Moreover, when people are investing on heavy equipment, why would they buy something that they know is technologically deprived and not as per the standard that the current machines are built. They would rather take a loan from some financial institution and try to buy the advanced technology machines. However, they won’t mind to take it on rent if you give them a good deal. You only have to reduce the rental amount and you will see people wanting it take it on rent.

If you are sure that you will not be putting the old construction equipment to any use in your company, then you can list it on some heavy equipment rental websites. Try to list it in a site that is known to people so that your machine is viewed often and the chances are higher for someone picking it up at the earliest. All you have to do is register yourself on their website and become their member. Once you are a member, you can buy as well as sell/rent on their website. It is quite likely that you have to pay some money in order to list the item. However, that will not be exponentially high and it should fairly fit in your budget.

On the listing you can mention the rental amount you want on every month and the tenure for which you would like to rent the machine. Try to put all your terms very clearly on the site. Also try to describe the equipment to the fullest. The one who takes the machine has every right to know about the stuff they are going to deal with. It is recommended that you do not hide any information and if you know anything vital then you should definitely disclose that on the listing.

Regarding the payment, you can state your wish of receiving payments. The ideal way is getting the money automatically credited on a given date of every month. However, if you want to receive money through some other means, you can state that there.

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Market your products well. It helps to sell them sooner

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The toughest job to do in any business is to sell the produces. If you are new to a business, it is quite evident that you may not have enough people who know about the existence of your company and in such a scenario selling your products to the mass at large can be quite a challenging task for the sales guy. He may find it extremely difficult to sell the products if people have never heard the name of the brand. He will just end up frustrating himself and may eventually take up something else. So if you are new company the first part of your job will be to let people know about your existence and the products that you manufacture. Tell the mass about how your products will benefit them and why should people go for your stuff rather than taking it from your competitors. This phenomenon of putting your products for all to see is known as marketing.

Here you are letting people know what you are what you deal with. If you are someone who is into selling heavy equipment, then marketing the machines you have becomes all the more important. Construction or mining companies do not tend to purchase machines in bulk. They buy it only when they need it. So whenever they are in a need to buy heavy equipment they will undoubtedly go for the best and you got to tell them that what you are selling is the best and you can do this only via marketing your heavy equipment. There are universities that have courses in business marketing, marketing management and many other subjects that talks about the importance of marketing and how one can learn to market his products well in the market.

How to market/endorse heavy equipment and your company at the same time is a matter of skill and application of constructive strategy. One simple way is to hire professionals who can make the work simple for you. They will give you marketing tips that can be used to broaden your network and allow people to know more about you. First and foremost you need to have a website of your own and should be pretty operational. You should keep on updating your website twice or thrice in every week. Try to add things that people belonging to the construction sector would like to know. The more people visit your website, the more they will get to know about you.

Take help of web designers to make the appearance of the website look attractive. Try to come on news if possible. That will give you bigger exposure. You can simply take some videos of your company showing the way you guys work and post it on YouTube or on your website. This is a good tactic to promote your company. You can also make use of social media websites to market your company and heavy equipment. These avenues will help you a great deal to encourage others to visit your place and buy heavy equipment from you.

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Things that a heavy equipment salesman should stringently follow

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Every profession has certain dos and don’ts which people in that profession should stringently follow. Similarly, a salesman selling heavy equipment also has to follow few codes of the profession to sustain and maintain a good conduct. He should simply never quit few those things from doing. There are no certain rules of selling heavy equipment but it definitely has some principles and ethics and a salesman is expected to follow them.

Never pitch the wrong product:-

You may think that heavy equipment is a complex subject and a person running a construction business will have no idea about the right product. Well, it is actually on the contrary. They may not know the technicalities of heavy equipment but they know for sure the type of construction machines needed in the business and they will never pick the wrong product. This is why it is important that you do not pitch in the wrong product to them or else you will unnecessarily taint yours and well as the reputation of the heavy equipment company. Do not take them for granted. You can try to find their requirements. Once you know that, you got to check the brand they have been using. In case if the person uses just one brand which unfortunately is not yours then you got to do a lot of work to persuade him to try a change. If he/she is not a brand conscious person it means he/she is looking for best and you got to display your machine as the best?

Provide him the best financial solution:-

The salesman in many occasions has associations with bank who lend money to construction companies and contractors to buy heavy equipment. They get a percentage as commission from the lenders for bringing every client to them. Now, the salesman in no way should pitch a financial solution that is not healthy for its client. He/she should understand the financial standing of his client and pitch him a lender who does not charge more towards closing costs and other miscellaneous expenses. The salesman does not stop selling heavy equipment after that sale and therefore he/she should remember that if he/she gives the client the right financial solution, he may get quite a number of references in return.

Do not try to be pushy:-

The salesman should try to establish a healthy relation with his/her clients. He/she does have targets to meet and he/she survives on commissions but they should not make him/her push his clients to buy heavy equipment. It could be possible that his/her client is interested in buying a machine but may want to wait for some time. In such a situation, the salesman should try to find the reason for him/her to wait and if he/she finds it reasonable then he/she should let it go. In no terms can he be pushy with his client. That will in fact drag him/her away and he/she may lose the client forever.

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The beginners should be backed by the veterans

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You be a part of any industry and you need some guidance when you are new to that form of business. You seek guidance from the tenured guys who has been working for that company or have being a part of that industry for years and you believe that if at all you come across a problem, you have people to bail you out. You depend a lot on them. Simultaneously, it also becomes the responsibility of the experienced men to take the onus and give proper advice to the newbie so that they can steer away from any issues and learn to deal with problems. The need of such veterans is needed a lot when it comes to selling heavy equipment. Sales in itself is a difficult job and not many are able to find this to be their cup of tea and there are many who after striving for a while generally give it up.

Not quite good with product knowledge:-

One of the major problems that has been seen amongst the newbie is that they find it tough to understand heavy equipment and therefore when they approach a client, they are not confident enough to pitch in the product and subsequently unable to sell the stuff. They lack good product knowledge and are most of the time confused as to what they should learn from this vast topic. Heavy equipment is undoubtedly a vast topic with so much to understand and one can only grasp it completely with time. So, we can’t expect a newbie to learn everything just after he is done with his training. A veteran can step in here and advise him on the areas that he should concentrate. He may not have to learn everything but just few important things that are relevant to sales.

Not all days are good days:-

In the daily life of a salesperson, he has to go through a lot of ordeal. In order to make one sale, he probably has to work hard for the entire month and heavy equipment being an expensive item; it certainly takes time for a contractor to make the decision to buy the machine. On the other hand, he should also be ready to take up insults at times which can be very embarrassing. There are times when the client do not buy the stuff but is also not rude to you but such clients are few in numbers and you get mostly people who for some reason turn out to be a bit rude when they deal with sales guys. This needs to be addressed by the experienced lots and they can always comfort the beginners by saying that this is a part and parcel of the business and one has to go through this in order to grow.

Sales trick are important to be shared:-

Every form of business has a trick that helps to complete the job faster. The veteran salespersons should share those tricks with the new guys. Do some role play with them where they will act as client and the beginners will be salesperson? In this way they can sharpen the skills of the beginners and generate a new confidence in them.

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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.

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.

 

New into selling heavy equipment – Learn your stuff well

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It has been observed that the profession of sales is in itself a tough one and it becomes tougher when one has to sell heavy equipment. It is a testing period for the beginners who came attracted into this profession whether they will be able to carry on with this for long. Not many want to be a part of this industry as they find it extremely difficult to sell heavy earth moving machines. It is not that there are no takers for the equipment. It is just that they need to put a lot of effort in order to learn things and then apply it in their line of business.

What is of utter importance if you want to make it big is to know what you are dealing with. Well, yes you are dealing with heavy equipment but to know a bit more about them will take you a long way from where you are. You do not have to know things as much as the guys who produced the machine knows but knowing the salient features and few technical stuffs always helps when you are trying to sell it to a tough consumer.

Be with the technician to upgrade your knowledge:-

The technician is perhaps the only person who knows the in an out of the heavy equipment and he can tell you the good and the flaws of the machine. You got to be with him while he is working with the equipment or just in case you can manage to get in touch with an operator, he can teach you a lot of stuff about the machine. These guys are regulars with the equipment and they carry loads of information which you find quite handy when you reach out to clients to sell.

Watch training videos:-

Training videos also help big time to learn about different types of heavy equipment. If you are given to sell an excavator or a grader or crawler, all you need to do is watch some training videos that are available online. It will help you a great deal and will make life simpler. When you know a lot about things, you will feel confident and will also comprehend the jargons that are thrown at you by some clients. The client also generates a sort of trust when he gets to know that you are not just any salesman but a guy who have done his homework well and know your stuff well.

Take help of your seniors:-

It makes lot of sense to spend enough time with your seniors and discuss things with them. Since heavy equipment is a far too complex subject and takes time for one to learn it, discussing things with your seniors often helps and clears out lot of doubts. They will also give you good advices to sell heavy equipment and the challenges that a salesman often experiences. In order to grow in this profession one needs a good mentor and therefore finding one amongst the seniors should be your priority.

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