Electric Heating Co., Inc

Mistake Conciousness

What mistakes are to blame for losing the most sales? Here Dalton Electric looks at three of the most common sales mistakes and will catch the others next week ...

1. Depending solely on the capabilities of your products or services to seal the deal. The problem: Not many companies have a unique enough product or service to simply blow the competition away. So you must differentiate your products and services in ways that convey value to customers. Watt-Flex® cartridge heaters certainly do that with five huge benefits that Cut the Cost of Heating !!!

2. Salespeople are afraid to get out of their comfort zones — and be more persistent or persuasive, push past gatekeepers to find the real decision makers, pick up the phone and make more cold calls, etc. Don't be fearful of calling executive-level buyers or become intimidated when selling against tough competition. Few comfortable places exist anymore for salespeople who aren’t willing to challenge themselves.

3. Not knowing the competition. Some companies get outsold because their reps don’t know anything about the salespeople competing against them for the same business ... not their names, not how they sell, not whether they’re new to the job or highly experienced, nor what they are likely to do to win business. That’s selling blind — and it doesn’t work. Ask questions of your prospects and identify the competiton ... get a step up on them.

Friday Funnies

A man walks into a butcher’s shop and inquires of the butcher: "Are you a gambling man?" The butcher says "Yes", so the man said: "I bet you fifty bucks that you can’t reach up and touch that meat hanging on the hooks up there." The butcher says "I’m not betting on that" "But I thought you were a gambling man" the man retorts. "Yes I am" says the butcher "but the steaks are too high."

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

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