You be the one of the best seller with superb convincing skills, you will always find it difficult to sell a product that not many people have heard about. People normally like to purchase things that have a brand name attached to it or else they would be skeptic to go for it. For instance, if you check the stuff that you have in your house, there may not be a single item that does not have a brand name. You must have bought all the branded items however big or small the name of the brand must be. The same thought is applicable with people when they go for buying heavy equipment. As a matter of fact, there may not be single heavy equipment that gets sold without a known brand name attached to it. Construction companies irrespective of their size will always go for machines that at least have a reputation. They will not buy stuff whose manufacturers name has been unheard on not known to many.
Heavy equipment that is followed by a famous brand name sells like hot cake. Many sales men earn huge commission by selling machines that are known to many. However, they can earn more commission if they successfully sell brands which are not so famous amongst people. It is because the not so famous brands want to establish their presence in the domestic market for which they are ready to shell out more percentage of commission to the salesman who are able to sell their products. Salesman in turn gets lured with the high percentage of commission and they try to give it a shot.
After trying to sell heavy equipment of brands that are not so famous, it has been known that they faced serious hurdles and at times were also on the verge of losing a customer with whom they were doing business for long. It is not that the new brand is not a good enough stuff but it is just that the buyers do not have the confidence to go for it. It makes the work of the salesman tougher to sell new brands. Buyers will ask them to come up with products that they have been buying and may not show much interest to even know what the new brand is all about.
There are few salesmen who took this as a challenge and started promoting the product first and then went to sell it. It is important to first market the heavy equipment well so that people gets aware of the brand and gets known to the values of the company. After this, they can fix an appointment and straight away go for a demonstration. Only when the buyer checks out the demo that he may get convinced to buy the machine. In this entire scenario, the salesman need to play smart and try to co-relate the wants of the buyer with the features of the machine and then it will sound just perfect to the ears of the buyer.