Any successful salesman who is into selling heavy equipment will speak about his own unique selling technique. His technique might be different from others and perhaps that is the reason why it is called as unique. So the technique which one salesman uses to sell his products may not go well with the other salesman. He may try to adopt his selling technique but it may backfire and he will eventually end up losing confidence of selling the product. Therefore it is a must to produce your own technique rather than adopting others. More importantly, you should make a note of the selling technique of different salesman and try a combination of it. You should not just copy it entirely but use your innovative skills and prepare a technique that goes well with your persona and your way of communicating with others.
People who are into selling heavy equipment will often share with you their unique technique to sell heavy equipment and may also add a disclaimer that will speak about how difficult it is to sell construction machines to companies and contractors. But at the end of the day, they all manage to do their part well and end up making a sale for their company. This is what matter to them and they do this with the help of the selling technique they have developed over the years. This also suggests that selling technique is not a one-time activity and one has to keep on using some or the other permutation and combination that goes well with the buyer and he buys the product. So you got to keep on trying things and check which sounds to be the perfect one for you.
Never stick to one particular selling technique:-
As no two individuals are the same, so is the selling technique. You can’t restrict your selling ability to one particular technique and have to keep on bringing new techniques that are innovative and can impress an individual to buy the equipment. It is not always the features of the heavy equipment that makes the sale, but it is the way the salesman put it across that plays the trick. So as long as you do not use different methods, you may not taste much success. You may be able to sell your stuff to few people but when you move to a bigger crowd, you may experience hurdles.
Be innovative with your approach:-
Any activity that does not have any kind of changes in it can soon become monotonous and then gradually you will feel like moving into something else. It will not be fun any longer for you. Similarly when you do not change your selling style, you will find it to be boring and will have trouble pitching products. Moreover, heavy equipment at times becomes a boring subject for many so as long as you do not bring any innovation in your selling approach, you may cease to like what you have been doing and that will also reflect on your sales figure.
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.
It is believed by many that one can have a wonderful career if he knows how to sell things. We all are sellers but very few are good sellers and only the few good sellers make the most out of anything. Selling has always been referred to an art which needs to be sharpened in order to make maximum revenue or to get utmost advantage. One such industry that pays a lot is of selling heavy equipment. The reason it pays lot is because it is not an easy job at all. Heavy equipment is in itself a complex subject and people who are into the profession of selling these complex subject needs to understand it well so that they can pitch them to the consumers with confidence and can also sell them the right stuff without misguiding them.
People who want to make their career as a salesman selling heavy equipment should for sure follow these points as it will help them big time to climb the success ladder.
Knowing the technical aspect is important:-
In order to become an ace salesman, it is crucial that you know a bit about the technical intricacies of heavy equipment. Not knowing anything about the technical aspect can cost you dearly when you start facing different types of clients and especially the ones who knows about the stuff you are dealing with. Just because you can speak well and not have much knowledge about the machine you are trying to sell will not help you to bail out from the grasp of the client who knows the in and out of the equipment. You will definitely see yourself to be trapped. Therefore spend some time to learn the stuff you are selling.
Do not try to fool the client:-
Many beginners commit the mistake of trying to play around with the client’s intelligence and thus also end up paying a heavy price for it. Trying to fool the client can have drastically adverse effect on the company for whom you work. The client will completely lose his confidence from the brand and he will feel that the brand is misguiding people to sell its product. You can’t play around with things like this. In case you do not know something that was asked to you, be strong enough to answer the truth and say that you will gather more information about it and will get back to him. The client will appreciate this and you may do well in the next meeting.
Give demo to the consumer:-
When a new product is launched in the market which the consumer has not heard of or perhaps have never experienced it, you should give a live demo of the machine to him. In this way, you attract most of his attention and can also leave a positive imprint on him. Try to explain the benefits of the equipment in his business and if he finds it worthy, he will take it for sure.
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.
In the construction sector, you are always in need of heavy equipment. When the construction is at full swing you just can’t afford to go short of machines. You have to be prepared with heavy equipment that are needed for the project and can’t go to buy one at the eleventh hour. It is not that you will not get the machine you want at the eleventh hour but it is just that it will be too expensive for you to afford and you have no option left other than to buy it. It is crucial that you keep on analyzing the ground situation and ask your men to prepare report on regular basis. On the basis of the report and the analysis that you have made yourself, you should come up with a decision to buy machines. This fact particularly shows that there are enormous buyers for heavy equipment. It is just that they are all waiting for a good deal to come their way and once they get a deal that they consider being worthy they simply go for it.
It gives ample of opportunity for sellers who want to get rid of their used heavy equipment. They may want to sell their machines for various reasons. One could be that they have bought a new one and do not see any need to keep the second one sitting idle. The second reason is that they do not want to continue to be a part of this industry which is why they want to do away with their machines. So for sellers of heavy equipment, they can hear a very clear message going to them and that is there is a big customer base who wants to buy second hand heavy equipment. It is just that they should know how to reach them.
Leave an ad on your blog:-
If you are a person who has his blog and is quite active on it, you will certainly have a lot of fan following. You will have readers who read your blog and know you by that. So if you want to sell your used machine, you can write about that on your blog and ask those who are interested to buy it to call you on your number. This is perhaps one of the most efficient and affordable methods to sell your second hand heavy equipment. People who read your blogs and articles will also try to spread the word to other people who are connected to the construction industry. In this way you will never be short of prospective buyers.
Reach out to people on your own:-
You may know a lot of people belonging to the construction industry. Your friends, business partners etc can become potential buyers. Your part of job is to reach out to them and spell out your intention to sell your old machine. If they see a need to buy it, it will revert to you. You generally get someone from your business circle who becomes ready to buy the machine.
Experience comes only with time and the number of cases you have done in those time. The more you work the more experience you can garner and the more responsible and knowledgeable you become. Salesmen who are experienced are valued a lot in whatever industry they are from. They just need to be good salesperson. Someone that has experience in selling lot of products of the company and also who has been the guiding force behind the young newbie are respected the most in any organization. They must have lived their life n selling things but when they grow old, it is time for them to teach others the skill. They should not just keep it to themselves but it makes sense to impart the knowledge that they have learnt in the last many years to people who consider them as their mentors.
Though selling is not considered to be everybody’s cup of tea but a veteran salesperson can make it a bit easy for guys who are having a hard time selling stuff. We definitely need a veteran salesperson when it comes to selling heavy equipment. The newbie who do not have much exposure in heavy earth moving machines will find themselves to be lost when they are given the task of selling these machines. No doubt that they have to study things in order to learn more about heavy equipment but this subject being so vast and complex, the help of a veteran salesperson is very much required.
Heavy equipment companies have seen the impact that a good mentor can have on the new guys and therefore before recruiting an experienced salesperson, they grill them a lot by asking various questions that displays their attitude as well as their persona. The companies will not want to just hire someone who knows how to sell but does not know how to teach others to sell. Being in the heavy equipment industry for years, one will know most of the attributes to sell machines but what use are those attributes if they can’t be imparted to hone someone else’s skills and therefore the heavy equipment companies invest their resources in hiring guys who can in turn become good mentors.
The veteran salesperson should be optimistic with the most pessimist sales guy working in the company. If he believes that he can transform him into an able and competent employee that makes him a valuable asset for the company. More importantly, he needs to sit along with the young guns and explain them the tricks of the trade. Give them situations and ask them to work things and then finally give tips when you see them doing something wrong. Some sort of salesman client interaction role play is needed to assess what the guys are lacking. This will help the veteran to understand what they are doing wrong and how that can be rectified. This is how he will act as a guiding force to the young salesman who sees discomfort in selling heavy equipment.
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.
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.
We may have heard the proverb “There is no substitute for hard work” a million times but when it comes to working hard in literal terms, we will not find many who indeed does that. We all want to do it smartly taking minimum effort but we expect the maximum outcome. Well, it may work in some case but not every time. Your luck may favor you at times but if it will also ditch you when you are not prepared. For a salesman it is all about hard work. The luck factor plays a small role in his career. As long as he is not good in his work he will just not be able to excel. He will never be able to achieve growth no matter how long he stays a part of the industry. There is one more thing that plays a vital role to become the best salesman and that is positivity. Some also call it as being motivated but motivation comes when you have positivity flowing inside you.
Learn selling techniques:-
Having good communication skill is not enough to sustain in the selling industry especially when you are selling heavy equipment. If you are a good communicator you can speak well but it should also make sense to the listener. This means that you got to the point and can’t deviate from the subject. This means that you need to learn some selling techniques. Heavy equipment is in itself a largely complex subject and it certainly takes time for a person to learn it well. If you are a salesman, you should be prepared to answer questions that are technical and may require in-depth knowledge of the subject. Here is where your selling technique may come to your rescue just in case if you do not know the answer. You can probably use the technique and seek an exit from the question. This does not mean that you will evade the question all together but will hold it for a day or for some time so that you can check that from your mentor or from a veteran.
Watch training videos:-
Training videos can be very helpful for new entrants. They can learn some selling skills watching the videos and can also expand their knowledge about heavy equipment and its ancillaries. While selling heavy equipment it is very important to know when you should stop selling the machine and begin selling its ancillaries. Not every buyer will be ready to buy the machine. They may be looking for certain parts of the machine or some kind of attachments. The training videos will help you realize your mistakes that you normally do while on a sales call or during a meeting. Remember that these videos help you to strengthen the foundation on which you will set your career.
Talk more about machine with your mentors and people from the construction industry who deal with machines. Catching up with an operator will always help you to learn more about heavy equipment and how it works. You can get to know the problems that an operator usually experience and on that you can pitch your sales line whenever you go for a sales call.
We live in a world where we have to multitask to keep things in place and also expect the same from others. Multitasking has now become the order of the day. We even need home appliances that can multitask. In an environment like this, it has become very important that we also deal with machines required in our work to perform multitasking activity. In the construction business, we have few heavy equipment that fit perfectly in the role of a multitask machine. Heavy equipment like excavator and backhoe loader are absolute multitasking machines as you can get to do more than one work at a time and also multiple kind of work in phases. This is perhaps the reason why a person never has problems to sell a backhoe loader. If he is trying to sell a second hand loader, then he needs to ensure that the machine is doing well and the dents in the body of the machine are well removed and also painted before it changes hands.
A backhoe loader is heavy equipment that has the ability to work in any treacherous work or weather condition. They normally do not give up easily and is worth every penny the owner puts into it. Other form of heavy equipment if put in tough working condition will soon generate complication and the need to call a mechanic to fix the machine arises. Having said that, one also needs to check the brand from where he is buying the equipment. If the machine is of a good brand then the chances of having a mechanic working on the machine diminishes. But as far as a backhoe loader is concerned, it normally does not give much complication and especially when it comes from a renowned brand, the frequency of it breaking down becomes all the more lesser.
A contractor can use a loader for 5 years and can still expect a good price for it. He only needs to know the various platforms where he can sell his machine. Other than that, people are always ready to pay the price of a worthy item.
Selling it through a dealer can be a safer way to sell the backhoe loader. Here the dealer will take the onus to take the machine from your place and ship it to the new owner. It also becomes his responsibility to find a buyer for you. It is just that you have to pay a cut to the dealer for the successful sale. The dealer on the other hand will also give you advices on what you can do to get a better price. For instance, he may ask you to paint the machine in case if it is looking a bit old or to change the faulty parts if any. So you will get some good help and also an opportunity to fix the machine before you sell it to the next person. Before you contact the dealer for the sale, it is crucial that you check his fees. It should not be exorbitantly high that you find to be cheated later.
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.