Tag Archives: Selling Heavy Equipment

Selling heavy equipment can be an enjoyable job

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

Selling products can become an enjoyable job only when you know how to sell things to people. This does not mean that you are going to sell items that they do not require. What you will do is show the end user that there is a need of the product in their lives and if at all they have not been using it then they should start doing so. This skill of creating the need in one’s mind and later convincing them to buy the items is the art of selling. A salesman will find his job enjoyable only when he masters the art and can sell anything to anybody just by creating the need of that product in their lives. However, there is one thing that a salesman should always bear in mind and that is they should not try to overdo things. At the end of the day, customers know what they want and what they should avoid buying. So a salesman should respect the wisdom of the customer and when he sees that the customer is not at all ready to buy it from him, he should leave it there.

Selling heavy equipment is altogether a different ball game. Here you can sell the products to a limited genre of people who will probably know about machines much better than you would know. So before you start using your skill to create the need you should be sure of what you are doing and with whom you are doing. There are certain selling tricks that are used but you can’t use the same trick on every individual. It will just not work. A person who is in the construction business for the last 20 years and have dealt with nothing but heavy equipment, it will be really difficult to play the trick with him. You should assume that he is a smarter guy and therefore you should simply stick to your point.

Know their business:-

To sell heavy equipment to such veterans is a difficult task and as long as you do not know their business well you will never be able to sell heavy equipment to them. They will always outsmart you with their knowledge and you will end up looking like a fool. Well, this is a fact. So in order to sell machines to them, you got to first impress them by letting them know how much you know about their business and what kind of machines are required for the successful completion of the project. You may even request them to allow you to visit the site and inspect the health of the machines that is currently in occupation. By that you will understand what types of machines he normally uses and if you have any better alternative.

Take less stress:-

Stress can weaken a person from inside and selling heavy equipment can put a person in lot of stress especially when he is unable to achieve his targets. However, if you are in stress it further adds up to your problem. Try to remain happy and if you are unable to sell those big machines try to focus on the smaller ones.

Thinking of selling your heavy equipment? Give it a new look first!

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

Do you own a heavy construction machine or equipment? Whether you run a construction business or if you are a renowned builder, having your very own heavy construction equipment is one of the wisest decisions that you will ever make. However, due to continuous usage, the heavy construction machinery, vehicles and equipment are sometimes likely to lose their functionality and performance. In fact, with every passing day, a more enhance tool or technology is being introduced to the world.

In such a scenario, it is a great idea if you want to sell your old equipment and buy new ones. Given the constantly growing construction industry, there is a constant demand of the heavy construction equipment, regardless of how old or new they are. As the price of the new equipment is often quite high, buying the second-hand or used ones is a trend that small scale construction business owners always choose. Hence, you will easily get a buyer for your equipment. In fact, there are construction equipment buyers and sellers, who buy old equipment from you at any time. You can sell the equipment to them as well.

What should you be careful about?

Before you sell your heavy construction equipment, it is a must that you take care of a few things.

  • The parts are properly fitted
  • It is a functional condition
  • It looks as new as possible.

The first two factors can be taken care of, as you refurbish your equipment. The repairing or servicing works will fix the damages and also increase the functionality of the equipment. Moreover, with damaged parts, the possibility of accidents is also quite high. Hence, you might lose potential customers. So, this is a key step that you must take.

Apart from these two factors, what is equally important is that your equipment has a clean and almost new look. Though the papers will clearly show the age of the equipment, having a clean and appealingly new look will help your equipment get more customers and that too faster. The customers are always drawn towards those equipment and machineries that look new.

How to give your heavy construction equipment a new look?

Now that you have understood how important it is for your heavy equipment to get an almost new look, it is a must that you take proper care of the equipment in terms of its appeal. For that you need to paint the equipment at first. As soon as you clean the equipment of all the dirt and dust, it becomes more suitable for a better sale.

The expert equipment cleaners also provide sandblasting feature that helps in painting the equipment even better. After sandblasting, the paint has to be done as per the specifications or requirements of the equipment. Once the paint is done, you can add the stickers for the manufacturing company names. This will give the equipment an absolutely brand new look or appeal. Certainly, this will increase the price of the equipment, regardless of how old it is.

Tips to become best heavy equipment salesman

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

The job of a salesman is considered to be very demanding and challenging. He often has to go through a lot of hassles during sales call and eventually in the meeting. A salesman requires lot of patience. He can’t expect things to work like he wants. Many a time he will find situations going against him. This can lead to frustration and therefore a person who does not have patience can’t find his place in the sales sector for a long time. You be into any industry, if you have to deal with sales then you got to be patient. You can try hard to sell a product but while you do that you can’t lose your patience. This is what many salesmen fail to do. While they try so hard to sell the item, they go so deep into it that they do not realize that they are getting pushy with the customer. This irks the customer and they end up saying a big NO.

Salesman selling heavy equipment have to be very cautious while they are dealing with their customer. They can’t afford to haste things with them. You got to be very smooth with them. There are few tips that a salesman should keep into consideration while they are on a sales meeting.

Upgrade your communication skill:-

For some reason every salesman believes that he is a good communicator. If he can speak well it certainly does not mean he is good in communication. Selling heavy equipment is not all about good communication skills but it is more about effective communication where you speak sense to the prospect and can covert him into your customer. Just by speaking well you can’t convince a person to change his brand. People in the US are brand-conscious and they will not want to change their brand as long as there is a good strong reason to do so. The job of the salesman is to display that reason to them. People who are associated with heavy equipment are more conscious with the brand they are using than perhaps anybody else would be. Heavy equipment salesman should be knowledgeable, confident and that should reflect in their way of presenting themselves to the prospect.

Be in the company of technicians and operators:-

You get to learn a lot when you are in the company of technicians and heavy equipment operators. They can teach you a lot about heavy equipment. Though they will not be much helpful to you as far as the selling technique is concerned but they can really develop your base understanding on heavy equipment. This will help you to answer some of the most challenging questions that come from customers. Ideally, heavy equipment salesmen are not so savvy with the technical aspect of the machine but it always creates a good impression when you are able to answer those technical questions. You can always learn the techniques from your peers. They can help you in that area.

Best heavy equipment salesman knows customer’s needs

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

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″]

Selling heavy equipment – design a website that matters

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

If you have a business and not a website, it means that your business is no longer in existence. From the smallest scale to the mightiest of businesses that we know exits in the US, they all have a website. The smaller businesses may not have an attractive one but they still have one which they can show to people who want to know about them. It is a no brainer that attractive websites are expensive and people with a very meager scale of business will find it hard to pay for it.

Apart from that, the website needs to be maintained and updated for which you have to again shell out good chunk of money. It may not be possible for a small businessman to afford that. Therefore what he can do is design a website that matters to his business. Every time you do not need an extravagant website to display how popular is your business. At times you can even keep low and update stuffs that really matters.

If you have newly started the business of selling heavy equipment you have to shell out some portion of your investment in designing a website. You need the help of a website designer who can get this work done for you. Approach a website designer who has worked for other construction and heavy equipment companies. They will know your requirements and what you want to feed into your website. Apparently, not many firms that deal with selling heavy equipment know what they want to put in their website.

They have a rough idea on what they need but will not be able to explicitly convey it to a website designer who has never worked on one such website. So approaching someone who has already worked for such companies will prove to be quite handy. You have to just tell them your budget and they will do the rest for you.

Check the progress of work at regular intervals:-

Designing a website is not a work that can be done in a couple of days. It at times takes months to do the job. Lots of changes are made while the website is in the process of getting designed and on many occasions changes are also made after it is ready to view. It is also not a one-time affair. You have to keep on changing stuffs in it whenever there is a major change in your business. For instance, due to some reason you have stopped selling heavy equipment of a particular brand, you have to update that on your website as well and vice-versa.

Ensure that the website provides all information about your company:-

Your website should be fully equipped to speak all that you want to convey to others. You can even upload your videos where you can give your message to your viewers. The kind of machines that you sell and at what price they are available to others must be mentioned on the website. More importantly a tab that will spell out your contact details is also important. This will help others to reach you if they seek doing business with you.

Selling technique is what matters while selling heavy equipment

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

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.

Selling becomes easy with branded heavy equipment

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

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.

Wanting to make a career in selling heavy equipment – Read the tips

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

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 a bouncy ride to become best heavy equipment salesman

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS

It is said that one should pursue the career that he likes to do. He/she should not get into something that does not interest him. Selling is one such profession where the person if he/she likes the job he can really marvel in it and if he/she does not like what he/she is doing then it can turn out to be a sour experience for him. People who are in the profession of selling often aims to become the best salesman but through their journey of selling stuffs they experience so much of hardships that most of the folks do not want to continue with the profession any longer and just give it up. The work of a salesman is indeed a tough one where he not only has to convince people to buy his product but also need to have good knowledge about the product. This means that he continuously has to work on upgrading his knowledge pertaining to the product and at the same time increase his customer base. He should be equally good with his communication skill which will help him to convince people.

Search for a mentor:-

In order to make selling heavy equipment a little simpler, you should take help of a veteran who should guide you on how to pitch heavy equipment to people who deal with it day in and out. You can’t use the same old selling tricks on everybody because guys from the construction industry are very specific with their needs and they will not budge an inch from they need and what you have to offer them. They will go for the items that best suits their business and will not see whom they are buying it from. Though they have loyalties towards certain brands and may not want to change their brand but will not buy an alternative. The veteran who is in this industry for a long time knows how to react under various situations and will mentor you accordingly. Normally a heavy equipment manufacturing company manufactures all types of heavy equipment under the sun. It is just the factor of availability of the machine in the market. The mentor can guide you on how you can avail things that are rare and impress your customer.

Do not stay low for a long time:-

At times it is recommended that people should stay a bit low when things are not working for them. They should relax a bit and then hit back. For a heavy equipment salesperson the duration of staying low is very limited. He needs to be rolling for most of the time and for that he needs to gear up his energy after every unsuccessful sale, figure out the reason what went wrong and what he can do differently the next time. Growing your connection is quite important for a salesman and therefore you just can’t afford to stay low for a long time. Bad phases come and go but you need to make sure that you are there in the news.

Buy Now on eBay [ebayfeedsforwordpress feed=”” items=”5″]

 

Veteran salesperson should be a guiding force in selling heavy equipment

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.