Sales Advice By Market
Selling to Air Pollution Controls and Systems Businesses
These days, uncertainty is the only constant for air pollution controls and systems businesses. Here are some of the things that are required to sell to air pollution controls and systems businesses in today's marketplace.
Not surprisingly, air pollution controls and systems businesses are subject to normal business demands; they're in the market for high quality products at reasonable prices.
The best sales teams combine personal motivation with a set of tools that equips them to rise to the occasion during sales cycles that target air pollution controls and systems businesses. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy should be targeted for cost analysis. Business owners sometimes neglect cost considerations and instead, choose to invest in sales strategies that underperform in the area of ROI.
For example, even though it might seem logical to increase the size of your sales force to expand your base of air pollution controls and systems business customers, the additional labor overhead may make hiring cost prohibitive -- or at least unattractive compared to other less costly strategies.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Confused messaging dilutes the sales cycle and frustrates prospective customers' efforts to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.
The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian are skilled at providing targeted lists of air pollution controls and systems businesses that can be customized to your precise specifications.
How to Sell to Air Pollution Controls & Systems Businesses
After you have established contact with a prospect, how do you close the sale?
Like many of us, air pollution controls and systems business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at air pollution controls and systems businesses you call on may not even be the decision maker, making it necessary to quickly locate the real decision maker and adjust your approach accordingly.
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