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Heavy equipment salesman should not run after commission

Sales jobs are one of the most lucrative jobs that is always available and in demand in almost every field or industry. If you are good in sales and can achieve huge sales targets easily, you will surely flourish in your career. What makes most of the sales jobs so much popular is huge amount of commission that you are offered for every sale that you make.

This is exceptionally popular for selling the expensive goods such as the heavy construction equipment. The heavy construction equipment or vehicles are one of those things that can fetch a good deal of profit from a single sell, due to the high price of the vehicles. Hence, the sellers almost always can afford to provide commissions for the sale of these vehicles or equipment.

Why should you not run after commissions?

Often, commissions are considered to be a motivating factor behind increasing sales. However, the fact in reality is that these commissions do not motivate the salesmen at all. With every single commission promise, comes a high target of sales that the salesmen have to achieve. If they do not achieve the sales, they are not given the commission. Hence, they do not feel “motivated” with this commission; rather they feel burdened with this huge target that they have to achieve.

But, heavy construction equipment or vehicles are something that is not something easy to sell. These are quite expensive and unless it is a large construction business, there is very little chance that the equipment will be sold frequently. Moreover, the longevity of the heavy construction equipment is extremely high and they do not get damaged easily. Due to this reason, the scope of sales of the heavy construction equipment such as a hydraulic crane, a mixing machine, scissor lifts, pavers, excavators, loaders etc. is limited.

What should be the alternative?

As already mentioned, with sales commissions, comes the target or burden of high sales results, this actually disturbs the mood for good business. Hence, those, who are looking for a job as a salesman in a heavy equipment selling company, should not run after a commission. The aim should not be to gain maximum income from commissions; rather it should be on how to become a better salesman.

For that you need to focus more on the knowledge of increasing sales in your field. With more interest in the vehicle or equipment that you sell and with more focus on how the customers would be benefited by the heavy construction equipment, the sales would be increased. The sellers or the businesses should also concentrate more on hiring the skilled heavy equipment salesmen and not hire anyone, who is looking for a commission, without having the skills for selling the equipment. Businesses will gain more profit from good or skilled sellers; rather than by setting targets for new salesmen and promising to give them commissions for the number of sales that they make in every month or in a given period of time.

 

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Sell your old heavy equipment before it becomes unsellable

It is hard to sell an asset that has been with us for many years. We get attached to it and when we think about selling it, it does pain a bit. While we use the equipment, we may not recognize the importance of it and the attachment that is getting developed with every passing day but we think about it the most on the day it is to go to the next buyer. Keeping aside your emotions, it nevertheless important to get rid of it. You can’t go along with a dead piece for long as it will after a certain point of time affect your activity. The same logic is applied in case of heavy equipment. If you have heavy equipment that is way too old and you are not able to function with it any longer, it makes no sense to drag it any further. You have to at some day or the other do away with it. But you should not take long to sell the old machine as you will not find any buyer if it gets completely redundant. You may then have to sell it as scrap and therefore might not even get a good value.

You have numerous options to sell your old heavy equipment. You can speak with people in your business circle and check if there is anybody who is looking for second hand heavy equipment. You will have a lot of buyers for second hand heavy equipment as long as it is in good condition. Nobody would like to buy a machine with defects and therefore you need to ensure that before you speak to people about selling your heavy equipment get it repaired and painted. You can then ask for a good price. Other than that, the person who is referring your machine to the next person also has certain degree of faith on you. You should keep up to his/her trust and give him/her the machine in working order.

Keeping the machine can make it unsellable:-

There are construction companies who after finding the heavy equipment outdated leave it to rot. They must be really busy with work to not get the time to sell it but if you do not sell it on time, there is a chance that it will then become an unsellable liability. You will no longer find any buyer for the machine and this is when you perhaps have to sell it as scrap. This will pinch you as you at least have not wanted that to happen. If you are neck deep busy with work, you can allot a person and give him the responsibility to get it sold. You can just appear on the final day to sign on the sale agreement and take the money.

No one works on outdated heavy equipment:-

As long as your machine is up to date, you will find buyers for it but as soon as it becomes completely outdated, getting buyers will be a challenge. You need to get rid of it before it gets too late.

Sell machines that the construction companies need

Construction industry is one of the most established and high profile businesses that are in a popular demand in the recent era. Given the huge population, there is a constant need for more buildings and constructions. Be it for the expansion of the cities or development of the cities or for residential and commercial complexes, some or the other kind of construction is always in progress. And, for making the construction smooth, it is a must that the construction companies are equipped in every possible way.

With more construction assignments, completing the construction faster becomes mandatory. As the demand is always high and there is a pressure from the owners to complete the tasks quicker, construction companies should depend more on the heavy construction equipment; rather than on the manual labour. Machines and tools can make the tasks easier and more accurate.

Buying the heavy construction equipment:

As there is a growing demand of the heavy construction equipment, it is a must that the construction companies buy the most suitable and appropriate machines or equipment. This will make sure that the desired task is done faster and better. The most common heavy construction equipment that one needs to own include –

  • Cranes
  • Excavators
  • Road rollers
  • Crawlers
  • Bulldozers
  • Forklift
  • Backhoes
  • Motor grader
  • Compactors.

Each of the heavy construction equipment has its own function that is absolutely different from the other. Hence, when you are buying these for your construction company, you need to be careful about the one that is most suitable for your company.

Trust the sellers:

There are various construction equipment companies that sell a lot of machines and tools, as well as the large scale construction vehicles. As you visit them, you will find all of the options and different varieties of the construction tools and machines. This can be a little confusing for you to choose the one for you. For that you need to discuss with the heavy construction equipment salesperson.

The salesmen of these businesses are more than just a salesman. They are vastly learned about the functions and benefits of purchasing heavy construction equipment. Hence, as you discuss your needs with them, they will be able to guide you through the different options. This will be quite useful for you to decide which one would be most suitable for you.

The seller would always sell machines that the construction companies need. If the requirement is for a tool or machine that would flatten the workspace, a road roller or compactor would be suggested. If the requirement is a machine that would help the construction companies or workers to load and unload the concrete wastes, dirt and dust and rubbish from a construction site, the seller would suggest a loader. For excavating a ground, an excavator and then a crawler would be more suitable. There are various companies that manufacture these vehicles in different sizes and powers. The best sellers would always be able to guide you about the right machine for you. Depending on the power of the machine, the prices are determined. Trusting the experts is always useful in not spending unnecessarily.

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Dealer selling heavy equipment is a good career

If you think that you are good in convincing people and also a good communicator then selling is perhaps the domain that you should be looking at. Now you can sell anything under the sun but there are few things which give you more commission than the rest. Apparently, it is also difficult to sell such things. For instance, not everybody can afford to buy a Porsche. Therefore the sales volume will not be as high as any ordinary car. But just a sale in a month can earn you real good commission.

So the bottom line is if you are good in sales then why not sell something that can give you good returns. There are few products that offer good cuts to the sellers. However, the pre-requisite is that you got to know in and out of the business and the product that you are selling. As long as you are thorough about the product, it is advisable that you should not get into the dealership business.

Construction business is at its peak and time and again customers have requirements of different types of heavy equipments. It makes perfect sense to try your skill selling heavy equipments and if you are good at it then you can definitely own a dealership of possibly all kinds of heavy equipments. So before you go to won a dealership, it is essential that you have sound experience of construction machines and should know possibly everything about it. You may not have the technical knowledge which a mechanic has but you still need to know the intrinsic features of the machine which will help you a ton in pitching the product.

Good commission:-

Once you own a dealership of heavy equipments, you need to ensure that you get the rights to sell heavy equipments of all the brands and their accessories. Just selling one brand will take you nowhere. If you have the right to sell all kind of heavy equipment, you will not restrict yourself in selling just one brand. You can then do a better study of the client wants and his budget and then after analyzing his situation can suggest the best possible option for him. Heavy equipment companies offer fabulous commission if you sell their machines. They also give you gifts at the end of every month (if you are able to sell good number of heavy equipments). So it is a win-win situation for you and you should not just let it go.

The demand is simply growing:-

With the ever increasing demand of heavy equipments and its accessories, you can develop a good market in your zone. Selling heavy equipment accessories can also make you rich as you will always get buyers for that. So you need not have to only depend on selling heavy equipments all the time. Sometimes it is the accessory that does the trick for you. You can sell attachments, machine parts and so on and so forth. If you are a person who understands the technicalities of heavy equipments and also understand project requirements then becoming a heavy equipment dealer can always prove to be a great career for you.

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Sell heavy equipment on the basis of customer’s needs

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

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

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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Selling heavy equipment that are on the verge of becoming obsolete

Heavy equipment being so expensive, we use them to the fullest and then when we see no further use we try to sell it off to someone who may need it in his business. But as years passes by, we see a lot of changes in the technology of a machine and people ideally do not wish to buy something that is very old. They like to go with heavy equipment that are known to the operators and they do not experience a hard time to work on it. Now in a situation like this, if you have a machine that has been with you for decades and now it just can’t be used at all, you are perhaps left with no other option than to sell it as scrap. A person with a sane mind will never buy it with the intention of using it in his construction business. It will simply not work.

In case, you sell the heavy equipment as scrap, you are not getting anything out of it. Just few hundred dollars and you are done. But what if a company is ready to pay few thousand dollars for the same piece of metal. It sound to be unrealistic but as a matter of fact there are some companies that deal with age old heavy equipment and buy them by paying decent amount of money which a person selling it can’t even expect to get for that old stuff. These companies are always in the hunt of old heavy equipment that people are happily willing to do away with.

The modus operandi of these companies is to buy the machines at real cheap rate and change their parts with newer ones. They work to give it an altogether new look and also installs gadgets that are currently in demand. Overall, they make it look like a brand new heavy equipment and sell it at a price much less than the ones that you normally buy from the heavy equipment manufacturing companies. These companies have engineers working for them. These engineers have loads of experience in producing heavy equipments. They are also provided with all the equipments that are required to manufacture construction machines. It is just that they can’t use the name of the brand on the machines or else they mostly produce machines which are a bit less than par to the original ones.

It makes a lot of sense to sell old heavy equipment to these companies. They are ready to buy machines that are not bought by anybody. So before you plan to sell it off to such companies, it is better that you first check the number of such companies available in your city. You can contact them and check the price they are ready to pay. Do not commit to anybody but speak with as many people as you can and know the price they are ready to pay you. You can then sell the machine to the person who can pay you the most. In this way, you can get rid of very old heavy equipment and can still make decent money from it.

New into selling heavy equipment – Learn your stuff well

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.

Hiring ace salesman for 2016

Heavy equipment companies have by now realized that the year 2016 will be a wonderful year for them as far as the sale of heavy equipment is concerned and perhaps this is why they are recruiting salesman in high numbers. They need qualified as well as experienced people who can do the high pressure work with ease and also guys who will stick to their company for years. People who have studied from management schools are welcomed.

There is a huge requirement of people who have studied sales and marketing and know a bit about heavy equipment. Guys belonging from heavy equipment industry can also expect fat packages thus making it an awesome opportunity for everyone. Heavy equipment companies are not only hiring salesman for North America but also for European and Middle East countries. The businesses in Africa are also catching up and therefore there are also opportunities available in these countries.

Since the construction, mining and oil industry are doing well all over the globe, there has been a rise in the employment of salesman. One of the important criteria is that the candidate should be ready to travel and he may have to stay out of station for months and could be even years. Though such candidates will be paid more than the others but they got to be tough and should not feel homesick. Getting such guys is real tough and therefore people who are approaching these companies for interviews should make up their mind in advance and also should be ready to move in case they are being asked to.

There are also certain prerequisites that these heavy equipment companies have from the aspirants. They want them to have some degree of knowledge in heavy equipment. They may not know about the technical aspect as that will not be needed much when you are trying to sell machines but knowing them will always help. You may come across few companies that want their aspirants to even know about the technical aspect. If not in complete detail but definitely should have sound knowledge about what they are dealing with. For instance, if they are trying to sell a machine that is used to extract oil, then ideally companies prefer the salesperson to know the basics of the machine and in case if he manages to gather more information then he stands a fair chance to get quick promotion. So the knowledge he has about the subject can fetch him good results.

Countries like Saudi Arabia, Dubai and other Gulf nations are busy constructing sky touching buildings. The construction companies out there want hi-tech machines that simply the job of the operator in many ways and also help to get the work done in a shorter time. Here the role of a knowledgeable salesman becomes quite essential. He will then not sell machines that are being asked to him to sell. He will rather try to understand the requirement of the client and pitch his products accordingly. This approach of his will be highly appreciated by the company and he will have a higher chance to sell more equipment. Overall, the year 2016 will be a good one for heavy equipment salesman.