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.