Tag Archives: sales

Best heavy equipment salesman knows customer’s needs

Salesmen are generally of two types. The first is the one who sells his/her products without even knowing if the customer really needs them. The do not bother much to know how essential the commodity is for them. They just try to create a need of product in the lives of the customers and sell the stuff. The other type of salesman believes in doing a bit of extra work and tries to know what the customer really wants. He/she spends more time with their client and asks him/her questions that are relevant for their sale. This type of salesman often try to get his act right by trying to know as much as possible about the business of the customer and the effectiveness of the product to him in his life and he then pitches the product accordingly. For him the features of the product are secondary. He/she first tries to analyze the reason why the customer would buy the product in the first place.

Giving big sales talk can often help you achieve your sales targets but that can’t go for long. At one point your sales talk will not help and eventually you will be forced to do one of the two things. You either have to give up your profession or start working like the type 2 salesmen. When it comes to selling heavy equipment to construction companies or to contractors, it is quite difficult task to do so by merely using sales talk. As long as you do not understand the business of the construction company, it will always be a problem to meet your sales target.

Every other construction company may have different requirements of heavy equipment and it quite essential to know these requirements first before you pitch the products to them. It may be possible that they do not need another machine but are looking for some kind of ancillary. In this situation no amount of sales talk will convince the customer from buying an additional machine. You have to sell them what they need and in this case they need an ancillary.

Most of the time, it has been observed that construction companies are confused with what they need. To put it in simple words, they are confused about upgrading their existing fleet of heavy equipment. Some people in the company may be of the opinion to upgrade the old machines by buying new ones while others may feel that doing such an activity will cost the company dearly. This is where the role of the salesman comes into picture. The salesman should conduct a thorough study of the customer’s business needs and check if he really needs to uplift his existing fleet. Here, the salesman has to know what kind of heavy equipment are needed by the company to carry on with its activities. He/she should guide them in the right way and not think about augmenting his sales figure just because he/she has an opportunity to do so. His/her efforts will be appreciated by the company and may be referred to others as well. This in turn will eventually turn him into the best salesman.

Buy Now on eBay [ebayfeedsforwordpress feed=”” items=”2″]

Pitch heavy equipment that go by customer’s needs

People who are into selling often complain of targets that they find to be unachievable. Many find it hard to even go close to the target assigned to them and there are hardly few who are able to make it for the month. In the race to achieve given targets, salesman often commits the mistake of miss-selling items to the buyer. They just not bothered about the needs of the client. What they are more interested is to achieve the targets and get good commission out of it. In this process they are losing one big thing and it is the old customers and probably the chance of getting new ones too. Customers are smart enough to understand that you have not sold them the right product. They may not realize it at the point when you are selling it to them but will definitely get to know after some days. This is when you lose him.

In the construction industry, customer’s needs are very specific. You can’t try to fiddle with them because if you try to do so, you can get caught the next moment. Remember the guys to whom you have approached are there in the industry for the last many years and they have been dealing with different kinds of heavy equipment which you must have never heard about. So there is absolutely no point in talking something that does not make any sense to them or giving them with fake assurances. You got to be quite clear with your approach. If you have the item you say yes or else pitch some kind of an alternative that will go well with the equipment they require. But do not try to pitch a product that does not have any relevance to the requirement of the client. This will just not go well with him.

Do some research on the client’s business:-

Your client will appreciate your effort if you take some time out and try to understand his business. Every construction business is different from the other and so are their requirements. You got to first realize what they are dealing with and for that what kind of heavy equipment shall they need. Now this take some time and you do not get any money to do this research but remember that this very research will get you rich dividends as you may get all the orders of heavy equipment. The client will know you for the time you have given to understand the business and also have the confidence that you will not try to miss sell any heavy equipment.

Pitch the product that the client is looking for:-

Many a times, construction companies are not sure what heavy equipment should be used for a specific kind of work. They may have a number of options in their mind but could not figure out the correct one. This is where your expertise comes into play. After knowing his business needs, pitch a product that is very close to what he needs. That will generate the trust in the mind of the person and you can then expect to get many more orders from him.

Buy Now on eBay

[ebayfeedsforwordpress feed=”” items=”1″]

Shipping Heavy Equipments in an Overseas Shipping Container

We all want to see our business to grow and reach to new heights with every passing year. Growing business means reach out to clients who lives outside your city limits or even outside your country’s borders. We can call our business to be growing if we at all manage to make our presence felt in the global environment. Rather from being a local player, putting up your business in the global chart can in real terms mean your business to be growing. However, in order to become a global player, there are few important aspects which one need to keep in mind. Firstly, he should be having good connections in the country he would be dealing with. Secondly, he should know the laws of the land quite clearly before he ends up in doing business with them and thirdly the most important aspect would be to set up a reliable shipping company who can ship your stuffs on time.
Delivering the product in time is probably the most crucial part of any business but when it comes to delivering heavy equipment to other companies, it becomes all the more important to ensure that they reach the concerned party in time. As long as the equipments are there with the shipping company, you may not be able to have a sound sleep. However, things may be different for you if you choose to do business with a branded and reliable shipping company which is known for being a trustworthy business partner for years.
We would be discussing few things which one should be taking care of while delivering heavy equipment to other countries via overseas shipping.
In which countries can they ship the heavy equipment:- Ideally, most of the shipping companies which are in business for a long time have licenses to ship things to almost all the countries in the globe. However, it’s still imperative to know if the shipping company you have selected to ship the heavy equipment does have a license to ferry the machines to that country. If not, then it would be absolutely futile to deal with them in this regard. You better should be looking around for some other shipping company which has the license to ship your stuffs to the country you’re in business with.
Select the type of shipping:- It is very crucial to understand the different types of shipping heavy equipments. They have the RoRo system which is one of the most economical types of shipping. The cost of the shipment in this system is determined on the dimension and the weight of the stuff you’re transporting. However, they have their own limitations as they do not sail to all the countries in the world. Then you’ve the second method wherein you can ship the stuffs in a container. You can simply dismantle the parts and keep them in different containers or can just put the entire machine in one big container. Here, the cost of the shipment is determined by the number of containers you’d be using. Every container has a prescribed weight limit beyond which you’ll be compelled to either dismantle the equipment or use a bigger one resulting to additional cost.