Electric Heating Co., Inc

Dave's Corner
Keep on Selling (Again)

When selling in tough economic times, remember that people still buy things but you have to get higher on their priority list to sell when money is tight. To do this, concentrate on asking questions to find your customers' wants, needs and fears before you start presenting. One key to success is tough economic times is doing a better job of interviewing clients and then pre- senting your product as the solution they need. No matter how tough times get, if you needed an operation to save your life, would you spend the money to get it? Would you borrow, sell assets and do whatever was necessary to acquire that service? We all do what we have to in order to get the things we need based on our priority list. During tough times, work harder to be higher on that list and your sales will continue.

How does this relate to the best heater in the World? Well, for starters, let's talk about the replacement cost of a cartridge heater. Our Watt-Flex® cartridge heater will last anywhere from 2 to 5 times longer than a conventional cartridge heater. One reason is our ability to provide better and more uniform compaction of MgO. Another is that our heater works more efficiently by transferring heat better to the bore through greater surface area contact.

Next, what about downtime and maintenance costs? When a heater goes bad or is tough to remove from the bore, it costs your customer money. Maintenance costs to replace the heater and production lost due to downtime often times exceeds the cost of a new heater.

This all adds up to a loss that your customer can't afford.

Finally, something that is on the top of a lot of people's minds these days is saving energy and using "green" products. The Watt Flex heater can help your customer in that regard also. Did you ever think to present the Dalton heater as a means to help your customer save on operating costs? Because the Watt-Flex heater makes better contact with the bore and works more efficiently, it requires less energy to maintain a set temperature. In the long run, this translates into cost-savings for your customer.

Remember, the Watt Flex cartridge heater is not just about preventing bore seizure. Use these selling points to open your customer's eyes and ears and get to the top of their priority list.

You and your Boss ...

If you take a long time, you're slow.
But if your boss takes a long time, he's thorough.

If you don't do it, you're lazy.
But if your boss doesn't do it, he's too busy.

If you make a mistake, you're an goober.
But if your boss makes a mistake, he's 'only human'.

If you take a stand, you're being bull-headed.
But if your boss does it, he's being firm.

If you overlooked a rule of etiquette, you're being rude.
But if your boss skips a few rules, he's being original.

If you do something without being told, you're overstepping your authority.
But if your boss does the same thing, he's taking initiative.

If you're on a day off sick, you're 'always' sick.
But if your boss is a day off sick, he must be very ill.

If you're out of the office, you're wandering around.
But if your boss is out of the office, he's on business.

If you apply for leave, you must be going for an interview.
But if your boss applies for leave, it's because he's overworked.

Dalton Electric Heating Co., Inc (978)356-9844
28 Hayward Street Ipswich, MA 01938 USA

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