Electric Heating Co., Inc

Dave's Corner (by Dave Fanning)
Keep on Selling - Present Savings

Changes in the economy require changes in the benefits we present to customers. If times get really tough (and no one predicts they will get this bad) suburbanites may grow more food in their gardens. This will require tools, fertilizers, books on gardening, things for preserving food and much more. These new needs will become sales opportunities. Take a look at your product and services and see how you can position yourself as the answer to the fears and needs of your clients. You do this by presenting benefits that will result in security, savings and items that will get your customers through the disasters they fear are coming.

Of course, we are not selling seeds, but we can certainly offer sales and service that is very important to our customers, especially during these tough times. Resources within companies continue to become scarce and now it is important to call on prospects and support our existing customers. Visit your prospects and customers and listen to the problems and issues they face. Investigate ways that you can possibly help them to work more efficiently or lower costs. Believe me, they will appreciate your efforts. Right now and certainly down the road.

I am writing this from the road. Since January, I have been amazed at the number of people that are now available to meet with you and hear what you have to offer. I visited a new customer yesterday that has started using our heater and has cut his change-out costs from 5 hours to literally 5 minutes! These are his exact words. Talk about a cost savings ...

So, get out there and Keep on Selling

Einstein dies and goes to heaven only to be informed that his room is not yet ready. "I hope you will not mind waiting in a dormitory. We are very sorry, but it's the best we can do and you will have to share the room with others" he is told by the doorman.

Einstein says that this is no problem at all and that there is no need to make such a great fuss. So the doorman leads him to the dorm. They enter and Albert is introduced to all of the present inhabitants. "See, Here is your first room mate. He has an IQ of 180!"

"That's wonderful!" says Albert. "We can discuss mathematics!"

"And here is your second room mate. His IQ is 150!"

"That's wonderful!" says Albert. "We can discuss physics!"

"And here is your third room mate. His IQ is 100!"

"That's wonderful! We can discuss the latest plays at the theater!"

Just then another man moves out to capture Albert's hand and shake it. "I'm your last room mate and I'm sorry, but my IQ is only 80."

Albert smiles back at him and says, "So, where do you think the economy is headed?"

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

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