For a salesman, creating a bond with his customer is very crucial. What is more crucial is to maintain that bond. It is not an easy task to set up a relationship in the first place. No one likes salesman. They feel that they get too pushy to sell their stuff and this is why people often try to avoid them. In such a situation, it becomes quite difficult for a salesman to even break the ice. He has to struggle a lot to just have a small chat and to be allowed to talk a bit about what he is selling. People who are into selling heavy equipment have to struggle enormously to just fix an appointment. People who have the authority to take decisions regarding procuring of heavy equipment in a construction company are really hard to get by and therefore it make no sense to meet any other person and talk about the stuff.
To begin is always difficult:-
To fix a meeting with the person in the construction company who can take decision if the company will procure machines or not is in itself a difficult task. However, that is how you begin your job. You have to keep calling them and persuade them to meet at least once so that you get the opportunity to present them your stuffs. They may be using a particular brand but if you have something better to offer, they will definitely give it a try. Once you meet them in person, try not to be pushy. You can speak about your product and let them decide if they want to go ahead with it. If you do not see them buying your product try to call them on occasions like their birthdays or anniversaries. If possible give them some gifts on such occasions. This is how you begin your relationship with your client.
Talk about different machines that you sell:-
It is important that you talk about different heavy equipment that you sell. For this it is imperative that you try and know few things about their business and what types of heavy equipment do they require. Once you have those details with you, it becomes simpler to pitch the products. This shows that you have done your homework and anything that sounds to be beneficial to the client will be always appreciated by them. You have to let them know that you can provide them with any heavy equipment that they require for their business. You have to try to become the sole point of contact between the demand and supply of machines. Do not restrict your focus to just heavy equipment but also its ancillaries.
Maintain this relationship that has been formed on solid grounds:-
Once you have already formed a bonding with your client it is crucial that you do everything to preserve it. Never give your client the opportunity to complain. Always be ready to serve them and be pro-active at all times. Also do offer them discounts on machines. That will only help you in strengthening your bonding.