A New Approach to Robotic and Survey Equipment Sales

Selling robotic survey equipment and GPS survey equipment is definitely not easy.

Effective sales reps must have in-depth product knowledge, extensive field knowledge and excellent, consultative sales skills. They need to be educated about the best equipment to use for various applications in order to qualify potential customers. Plus, they need to be able to demonstrate the equipment and overcome often very technical objections to close the sale. And then, of course, there's the whole issue of training customers to use the new equipment.

As I have traveled throughout the country in recent years, I have concluded that there is a serious lack of qualified, trained robotic survey equipment and GPS survey equipment sales people, especially in particular regions.

Some of the reasons for this lack of qualified sales people are:

1. A true lack of available people with the ability and/or interest to learn to sell this high technology equipment for a dealership.

2. The challenge of manufacturer's representative not taking or having enough time to fully educated the dealer's sales personnel on operating and selling robotic and GPS equipment.

3. The challenge of freeing up a qualified person and dedicating that person's time and energy to robotic and GPS equipment sales.

4. The challenge of keeping the proper candidate focused on robotic and GPS equipment sales.

5. The challenge of paying qualified people enough to stay.

These are compelling reasons and they are driving the cost-of-sales for robotic and GPS equipment to unacceptable ranges for many dealerships