Category Archives: sell used construction equipment

Sell heavy equipment on the basis of customer’s needs

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Selling is indeed an art but it loses its authenticity when you sell things just for the sake of selling. Most of the times customers do not know if a particular product can be helpful to them and perhaps this is the reason why there is a need of a salesman to pitch the product and explain its importance in the customer’s life. However, the fact of the matter is the salesman should have the ability and patience to understand the needs of the customer and only if he finds his product to satisfy the needs, he should go ahead and pitch it to the customer. Well what is happening in today’s time is exactly contrary to what a salesman should be doing. He is so pressurized to achieve his targets that he no longer cares of the ethics that he should follow and sell the product to anybody irrespective of whether he needs it or no.

In case of selling heavy equipment, the salesman may find it to be extremely difficult to sell something that is not going to meet the requirement of the customer. People will simply not buy something that they do not see any use to their business. It makes no sense to invest good chunk of money in buying a machine that has absolutely no practical applicability. In such a situation, the salesman can’t afford to play around with his customer as there are high chances of it getting backfired at him.

So let us discuss what should a salesman do when it comes to selling high priced heavy equipment.

Understanding the need is the key:-

A salesman need not do an in-depth analysis of the project of his customer but can roughly go through the kind of projects he has in hand and the type of heavy equipment he has put to use. By that he will get to know if he can be of any use to his customer by providing something out of the blue. After knowing about the heavy equipment being used in the project, he can pitch in his products which are better than the one that’s being already incorporated.

Show him a fair comparison:-

This requires a bit of hard work as he needs to gather information about the machines the customer is using and the one he has to sell him. In order to do a thorough comparison of both the machines, he needs to know the salient features of the one being used and compare it with his product. Put those points in a “PowerPoint Presentation” and show it to the customer. If your presentation makes sense to him, he will go for it.

Process the necessary paperwork:-

Once the customer gives his nod to buy the machine, you got to do all the paperwork and if needed also assist him with getting a loan at the lowest possible interest rate. Also provide him with a after sales number where he can reach to solve the issues in case he has one.

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Best way to sell used heavy equipment

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Buying a new heavy equipment can cost the buyer a fortune and can even bring his business to a financial standstill. Not every owner of a construction company can afford to buy brand new equipment and instead prefer to purchase a used one. This will not only save some money for the buyer that will help him to take care of his financial worries but also he gets the stuff he needs to complete his project at a much lower price. The seller on the other hand takes a sigh of relief as he is able to sell the used equipment that was lying idle to someone who can brought it to some use.

Seller has multiple modes to sell the used equipment but the most convenient mode in today’s time is to sell it online. This will not only save the time and money of the seller but will also make the seller worry free. Internet is the most sought after technology in the current century and people from all walks of life uses internet almost on a daily basis. People have also started to buy many things from online shopping site. Right from apparels to electronic items, all can be bought and sold on the net. Therefore, selling used heavy equipment will not be a difficult task for the seller of today’s generation.

There are few pointers that the seller needs to incorporate before he lists the equipment online.

Check the machine is in order:-

If the machine has been lying idle for quite a period of time then it becomes crucial for the seller to get the machines checked from an expert mechanic and if he finds anything faulty then get it repaired or replaced. It makes no point in selling junk to others. Sellers have to remember one very important thing and that is for every item they sell online, they are marked on it and if the buyer puts a negative feedback or gives negative score then he will have a hard time selling any further item on the same site. If possible paint the machine and put stickers wherever you find it to be necessary. Try to make the equipment look new as it will also help you to get a good price.

Post enough pictures and be descriptive on the listing:-

Sellers need to understand that prospective buyers will only make their judgment on the basis of the description and the pictures that the seller has put on the listing. Other than that, they do not have any other way to determine if the equipment is indeed functional or is it the one they need for their project. They take the call on the basis of these 2 things and if any of them does not suffice to the buyer’s satisfactory level, then there are higher chances that he may move to the next listing posted by a different seller.

Collect the money and ship the item:-

Once you have a buyer for the equipment, ask them to pay you the money and only when you’ve received the money, go ahead and ship the item.

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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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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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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.

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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Used equipment can be economically viable for your company

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Buying used construction equipment or a brand new one has been the topic of debate for years. Many experts feel that one should go for brand new equipment as they are installed with latest technology and one may find it far convenient to work on a new machine than a used one. However, others share a different opinion altogether. They feel that for new construction companies, it would be rather difficult to buy new machines as that can push them towards financial debts if they are unable to pay their monthly installments. Even if they manage to buy the machine outright, there are still high chances that they may drain away all their resources and end up borrowing to meet other business requirements.

It is difficult to judge what one should be doing as decisions should be taken based on the circumstances in which a person is. Let us assume that the construction business owner has surplus reserves and will have no problem if he pays the entire money in cash. Well, in this situation, he needs to analyze if he may need to pull out anything from the surplus to meet any of his business requirement for the next 9-12 months. In case if he feels that there may be a need for him to take some cash out and by investing the money in buying equipment can lead to financial difficulties later on, he should abort his plan to buy the equipment outright. But if he sees no encumbrances then he can make his way ahead to buy the machine.

Small construction companies should primarily focus on buying used equipment as that will not cost much to them. Used construction equipment can be bought at a reasonable price which they can easily afford. Nevertheless, the drawback a used construction equipment will have is that it will not have the advanced technologies installed in it that a brand new equipment will have. This will be a bit of pain to the operator and slightly more pain if he is accustomed with operating on new machines. He may not find it convenient to operate the machine like he used to with the newer ones. But if the operator can work on both old as well as new equipment, he will only need some days to get accustomed to the older version.

The other hurdle that a small construction company experiences quite often is with managing its finances. If they are not so financially stable, then it is never recommended for them to buy a new machine. That will only increase their business debts and it takes a long time to clear them all. They also have to do a bit of research work trying to know the lender who can offer them loan at the most affordable rate of interest. Now most of the small construction company does not have the time to do any of these research works. Therefore, it is prudent that they stick to the used machines and once they feel that they are getting financially stable that they should think of going for a new one.

Selling heavy equipment is driven by passion

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In order to do any kind of work, it has to be driven by passion. If there is no passion in a work, the end result will not be a fabulous one. You will not put that effort in your work if you do not have the passion for it and therefore you should do things that interests you and not out of coercion. Working as a salesman requires a lot of that component in you. If you do not have passion to sell things, you will perhaps have to find something else that suits you and when you are selling heavy equipment you need to be more passionate towards the stuff you are doing. You can achieve good results only if you like the job. For many the subject of heavy equipment does not comes with any interest. They find this topic to be very boring and when you start talking about earth moving machines, there is a tendency that it may drive away the interest of people. Such men are just not suitable for selling heavy equipment even if they can sell anything in this planet.

As a matter of fact, the subject of heavy equipment is indeed a boring one but guys who find it to be interesting, they can see their place in selling heavy equipment. Though it offers good money to the salesmen who are able to crack the deal, but this does not mean that the guy who feels bored by hearing about earth moving machines can find his place there. He can’t be a part of this profession just because it offers good money on a successful deal. He simply will not be able to survive in it for long. He will face a lot of hardships down his way which will make him realize that this industry is just not for him. However, for people who love to talk about heavy equipment and have the urge to learn more about it, they can see themselves as a part of this industry.

Selling heavy equipment requires lot of passion to do this work. Guys who love machines often experience tough time to sell machines. They feel that this is just not their cup of tea. However, there are also examples of people who have excelled like anything. They feel that they can’t do anything better than selling heavy equipment. Now this is the passion that is required to sell machines.

Selling is often considered as an art but it is believed that people who have mastered this art have at times found hard to sell machines. Selling cars is certainly different from selling heavy equipment as there may be more takers for cars but it will be only some industry specific guys who want to deal with heavy equipment. You can’t sell machines to anybody but to only those who need it and it is perhaps the passion that you have for this profession that will lead you to those kinds of men.

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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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