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ARTICLES

Why Your Sales Staff Should Never, Ever Talk About the Competition

By Frank Lessiter posted on June 14, 2024 | Posted in Best Practices

In the farm equipment business, many managers often tell their sales crews to never mention the competition when making a product pitch to farmers. It’s a negative to bring up another dealer’s different colored highly competitive machines, service concerns, parts delays and other business practices.

Sell Like a Pro

10 Reasons to Open Your Sales Ears and Listen

By Ryan Dohrn posted on March 24, 2020 | Posted in Best Practices

Listen more to sell more. It’s a premise that sounds so simple. Most salespeople will tell you they’re good listeners, but often that’s not actually the case.

Sell Like a Pro

T.A.R.G.E.T. Your Sales Messages

Follow these prospecting tips to improve success.

By Ryan Dohrn posted on February 13, 2020 | Posted in Best Practices, Dealership Marketing

The key to sales success is to increase the number of meetings you are granted by prospective clients. Developing an effective prospecting process to earn those meetings can be the difference between life and death in your sales career.

Best Practices with Bob Clements: Sales

The ‘Walk-Around’ Part 2: Be an Enthusiastic Expert to Earn the Sale

By Bob Clements posted on March 6, 2018 | Posted in Best Practices

Every feature offers some benefit to the owner and it’s your job to highlight those features and get a “yes” from your prospective buyer over and over again, ultimately leading to the sale.

Best Practices with Bob Clements: Sales

The ‘Walk-Around’ Part 1: Create Excitement on the Way to the Close

By Bob Clements posted on March 5, 2018 | Posted in Best Practices

Performing a solid walk-around is a very important part of the sales process. However, it’s probably one of the most neglected and poorly performed aspects of selling.

Big Picture

Mastering the Art of the First Impression

March 31, 2017 | Posted in Best Practices

Source: Entrepreneur.com

A great first impression is based on how well you convey trust and respect, not competence.

Big Picture

20 Time Management Tips for Inside Salespeople

By RLD Staff posted on February 17, 2017 | Posted in Best Practices

Source: Sales & Marketing Management

Your inside salespeople can play a bigger role in generating revenue, if they manage their time and customer contacts correctly. Here are 20 high-tech, low-tech and common sense ways to help them make the most of each day.

Free eGuide

How to Sell Volume 1

How to Sell Skid Steers, Chippers & Shredders and Wood Stoves

| Posted in Niche Markets

This highly insightful eGuide, "How to Sell Volume 1," shares actionable strategies for how you can increase sales of skid steers, chippers & shredders and wood stoves — products that are gaining in popularity among rural lifestylers — and it’s FREE!

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AEM Highlights Pro-Manufacturing Policy Initiatives

For its part, the editorial team at Lessiter Media, reporting on behalf of Farm Equipment, Rural Lifestyle Dealer, Ag Equipment Intelligence and Precision Lifestyle Dealer, joined the AEM Manufacturing Express at two of its stops, including Woods Equipment in Oregon, IL and Kuhn in Brodhead, Wisc.

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Yanmar

Yanmar America is the North American headquarters of Yanmar Holdings. Ranked #1 in Product Quality for five years in a row by the Equipment Dealers Association, Yanmar provides innovative solutions for Rural Lifestyle and Industrial Equipment customers.

Yanmar was the world’s first manufacturer to develop a practical small diesel engine in 1933 and has continued to push the boundaries of innovation and technology ever since. As a manufacturer of diesel engines, compact tractors and utility task vehicles, construction machinery, and industrial equipment, Yanmar's products are sold in over 130 countries.

At Yanmar America, we are committed to providing our customers with the highest quality products and services, backed by a strong team of professionals who share our dedication to excellence. We look forward to the opportunity to work with you in achieving your goals.

Stihl Inc

Virginia Beach-based STIHL Inc., produces a full line of high-quality, handheld outdoor power equipment including blowers, trimmers, brushcutters, and multi-task tools, as well as the number one selling brand of chainsaws worldwide. STIHL Inc. manufactures over 260 model variations of handheld outdoor power equipment for sale in the U.S. and around the world.