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Capitalizing on Niche Markets

Selling to Paint Spraying Equipment Rental Businesses

Leading paint spraying equipment rental businesses understand the value of every dollar. Here's how to sell to paint spraying equipment rental businesses in the current business climate.

Not surprisingly, paint spraying equipment rental businesses are subject to normal business demands; they're in the market for high quality products at reasonable prices.

Companies that are trying to break into the market need to develop a comprehensive sales plan that is built on industry fundamentals.

How to Evaluate Sales Staff

Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire quality candidates and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for increasing sales volumes and individual achievement. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to paint spraying equipment rental businesses.

Sales Strategy Tips

Effective paint spraying equipment rental business sales strategies combine sales and marketing techniques with an eye toward ROI. Some sales techniques are more effective than others and the ones that maximize ROI need to be pushed to the top of the list.

Also, it's important to avoid a silo approach to paint spraying equipment rental business sales. Companies that isolate their sales units fall behind in the marketplace, especially when they face companies that encourage collaborative processes between sales, marketing and other units.

Reaching Prospective Customers

Prospecting transforms contacts into qualified leads.

Networking can fine tunes prospecting performance and conversion ratios. However, it's important to make sure your sales force isn't so focused on conversation that they miss the point of prospecting, i.e. the identification of likely buyers, key decision makers and high value industry contacts. In other words, the type of people you meet is just as important as the number of people you meet when prospecting for paint spraying equipment rental businesses.

Lead lists are useful because they narrow the field for your team. Third-party lists from reputable vendors (e.g. Experian Business Services) provide a database of likely conversion targets, making it easier for your company to balance the quantity and quality demands that are prerequisites for effective prospecting.

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