CEDMag.com - Category: Sales
Questions or feedback?
Contact Kim Phelan at (800) 388-0650 ext. 340.
- Want Some More? All You Have to Do is Up-Sell!
By Jeffrey Gitomer
Whether it's equipment sales, rental, or product support, selling may not be a bowl of cherries these days – but the fine art and science of up-selling is a bona fide way to pick off more low-hanging fruit.
- Say Goodbye to Willy Loman
By Dr. Albert D. Bates
Weak performers seriously impede your company’s profitability and should not be indefinitely tolerated.
- The Highs and Lows of Courting Dealers
By Kim Phelan
If a manufacturer isn’t in the Big 5, how do they position themselves and their value package to gain distribution in a diminishing universe of qualified North American dealers?
- How to Keep Customers For Life
By Barry Himmel
Train employees to build and reinforce customer relationships at every touchpoint, no exceptions.
- Buckle Up: Dealer Simulation
CED Magazine, February 2009
'Test Drive,' a unique business training experience is coming to a city near you.
- Beyond the Blackberry
By Mary Sedor
Consider the range of top tech tools your salespeople can use to beat the competition.
- Coaching: More than Just a Title
Written By Mitch Harper
Effective coaching in management means building synergy through others, no matter who's on the team.
- What's on Your Mind?
Written By Christine Corelli
Smart execs know when - and how - to ask good questions, and by doing so, frequently unlock the secret to new success.
- How Well Do You Know Your Customer?
Written By Joanne Costin
Anyone can know equipment specs, and relationship isn't all it takes either - but consulting and strategizing for job efficiency clinches deals and builds loyalty.
- Non-Performance. Now What?
CED Magazine, March 2007
What to do when one of your sales reps isn't performing up to standards.
- Who Sells Parts And Service?
Written By: Ron Slee
Hire a product support sales rep for every $1.5 million in parts & service business.
- No Thanks, I'm Not Interested
Construction Equipment Distribution, February 2006.
When you understand your prospects' needs, "no" may be the best answer.
- How Low Can You Go?
Written By Bill Gager
Five ways to achieve a competitive advantage without lowering your price.
- Finding the Best Sales Reps
By Mary Seaman
Great Southern Tractor developed a custom training program that allows them to hire sales reps with no equipment distribution experience.