Water Treatment Sales
In the informational world, we live
in it is foolish to think that potential customers have not done or will not
want to do research on products they are considering purchasing for their water
treatment needs. Over the years water treatment dealers have focused on the
"Demo" (in some cases a robotic process) to sell the product. The theory was with the demo a sales rep
should sell 1 out of 3 appointments.
Relying on the numbers game.
Certain amount of leads equals a certain number of sales. In a competitive market selling money instead
of quality has taken over the mindset. Rentals
(reoccurring revenue) is the robotic demos best friend. But How many years does it take for the rental
unit to be profitable when you figure all the overhead it needs to support.? Again,
if you are selling money and not quality how low is too low for your rental
rate? An Educational demo is a long-lasting
demo. Now there is always a danger of
doing enough education to the customer that makes it easier for the next guy to
come along and write up the sale. That
is when product quality and knowledge presentation fits in. The questions are “Is today’s water treatment
sales professional order takers?” Have
we stopped solution selling? Do they
think water treatment is plug and play? If we are just there to write up the order
we are not listening to the needs and wants. If we are there to just write up the
order, how many times is the wrong application installed?
PAUL DOWDING
720-951-4130
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