Save the Sale Strategies to help you identify and overcome common objections. by Marco Longley As a sales professional, dealing with objections is a part of our business that will never go away. Overcoming objections is a necessary and valuable component of the sales process. You have two choices when it comes to addressing objections: either fully understand what they are, what they ...

The Steps of the Sale A tried and true method of getting customers to say yes. by Marco Longley The steps of the sale are the essential building blocks or sequence of events that will move your prospect towards making a buying decision. Understand the different steps of the sale and how to move or transition from one to the next. The steps of every successful sale should include: ...

Now What? Part II Part two of what you can do now to prepare for a great 2010. By Danielle Lavallee Wasson It is here. 2010 is now upon us and time is flying by quickly. Hopefully, you have already taken the time to analyze your business structure; you have defined the type of business you really want to be and reinforced this message to your entire staff. If you read Part I of ...

Retail Woes –Now What? Part One of what to do during the downturn to prepare for growth. by Danielle Lavallee Wasson We have all heard and read the stories of retailers closing their doors; we have read about spa manufacturers shutting down or consolidating. We also have heard of businesses that are growing, retailers increasing their spa sales and manufacturers that are becoming ...

Six Secrets to Qualified Website Leads In our last issue we explained how to make your website look great with templates. Now, let’s make it bring in revenue. By David Carleton Imagine what your business would be like if you could generate 50 to 500 qualified leads a month from your website. If your site is not doing that now nor doing it on a consistent basis, then it’s ...

Sales Training for Technicians Become the MVP of your company by striving to make sales. by Robert Stuart In almost every issue I’ve talked about how service techs can help increase company sales. Many techs say they aren’t salesmen and can’t sell anything, but they don’t realize that selling is not always as much about being a masterful negotiator as it is about ...

A checklist of four recession survival strategies to increase your sales today. BY DAVID CARLETON Last week I was speaking to a dealer who is obviously struggling. Leads generated from his factory are off, response to his advertising is almost non-existent and store traffic is down 75 percent. “Joe” asked me to put together a proposal for turning his business around quickly. In a few ...

GET YOUR HOT TUB STORE’S NAME OUT THERE BY UTILIZING CHEAP (USUALLY FREE!) SOCIAL MEDIA WEBSITES. BY DAVID CARLETON LIKE MOST THINGS IN LIFE, you will get better returns from your social marketing activities with a bit of a plan. However, spend too much time planning and you don’t do enough “doing.” Here are eight easy ways to get started with social media marketing, 1. ...

"Double, you say? No way." I know what you’re thinking. You have been at this business for years. You know your market, you know the economy, you know your competition. You know how hard it is for shoppers to part with their money, and you know your sales growth doesn’t even approach double. It’s impossible. Well if you think it is impossible, then it is. Here’s the secret ...

Over the years, you’ve invested thousands of dollars in newspaper advertising, direct mail, home shows, radio, etc. for only one reason: to get prospects to come into your store and buy a hot tub. Then you spent even more time and money to close the deal. IMPORTANCE OF TRUST IN GETTING REFERRALS Why do prospects eventually buy from you? Certainly price is a factor. But somewhere along the way, ...

Nearly 50 percent of all new spa sales are sold to first time spa buyers. Learn three easy steps you can take to increase your close rate of this important target market.

No matter what you sell, how high the retail price, what time of year or how bad the economy is, people are still buying big-ticket items - houses, cars, boats, ATVs and, yes, even spas. Are they buying as many as last year? Maybe not. Are they buying less expensive models than they used to? Could be. Are there fewer buyers on the market right now? Probably. So what! Despite what you’ve ...

Okay, store traffic is down and a lot of consumers have slowed or completely stopped buying non-essential products like spas, pool tables and many of the other products you sell. Unless you are ready to throw in the towel and close up shop, it’s time to start finding new ways to drive prospects to your store. According to some estimates, the average consumer is exposed to about 3,000 advertisements ...

"If you market to everyone, your customer will be no one." This old saying is as true today as it was when it was first spoken. Spa business owners waste an immense amount of their marketing dollars on mass advertising to blast their message to the entire marketplace. This is commonly referred to as "spraying and praying" in the marketing world. The Solution: Niche Marketing Niche marketing, on ...