By C. Stephen Clegg, Debbie Frakes in Guest Bloggers — LearningWithoutScars.com
The key to sustained success in selling equipment, parts, and service is to create long-term customers. And creating long term customers comes down to following several equipment dealer strategies that show your customers you care about their businesses and are invested in helping them grow their businesses, and that you know what works. Here are the golden rules for dealers that you need to follow:
1. Never make your problem the customer’s problem; they have enough problems of their own, which is why they are calling you.
2. Always say YES! Then, the question becomes when and how much.
3. Be proactive and contact the customer before they contact you.
4. Manage your customers’ expectations. Customers often don’t remember what you told them; they only remember what they expected to happen.
In this article, we’re going to cover these rules and strategies, and how they make you more effective at selling equipment, parts, and service, all while developing more loyal customers.
Be positive with customers and say YES!
When talking with customers, you should always be finding a way to solve their problem. For example, if one branch doesn’t have the part they need in stock, find the part at another location, and tell the customer when they will receive it. You don’t want to tell a customer that you can’t do something, you want to tell them how you can. If you start with a positive reply of what you can do, there’s a 70% chance of closing compared to a 50% chance if you start with a no. If you’re the dealer that can effectively solve their problem, then you will continue to be their source for equipment, parts, and service for them.
