Ask For The Order

       One of the main principles that is at the core of being successful as a salesperson is a common sense concept of, "asking for the order". It is often overlooked and many times the hardest part of the sales process. Why is this important? As I wrote about last week, it is clear that many clubs have come to crossroads with the condition of their fleet. Downtime and repairs on units are far outweighing the value. Many turf managers have no choice, but to throw that money into the black hole that is a 10 or more year old piece of equipment.
       I know for me, it is not the easiest thing to do, but my advice is GO ASK FOR THE ORDER! Your club officials have line of sight to your expenses. Stick to the facts, and as I have heard  one of the better speakers in the Turf Industry, Sabrina Bladon, state in her talks, " You are talking agronomics and they want economics!" Don't go emotional about how much grief it is causing you, sadly they really don't care....but when you talk about wasting club money (i.e. THEIR MONEY) you hit a nerve. If you use the concept of hours on a mower to miles on a car, it can help to make the picture a little clearer. I use 75 miles to equal one hour on a piece of turf equipment. This is not scientific, but an approximation. I have heard a range for different types of engines and some guestimates, but a comment from a technician the other day about it being an off road vehicle too, makes me feel OK about my number. Then you can add in the multiple operators and being run at full throttle during operation as just some more facts toward your case. The great question is would any person put thousands of repair dollars into a car that had over 300,000 miles. I will go out on a limb and tell you not too many people!
       Then you start thinking "my club has really cut back over the past few years and there is no way they are going to let me get anything"; How do you know if you don't ask? I recently have had three clubs in a similar situation. When the Superintendent took it to their Supervisor, guess what the answer was??? YES! They were told this makes sense and to start the process of acquiring the equipment.
       Save your self the stress of hoping everything makes it through the morning before the shotgun start. Do a little homework on what options are out there and you might be surprised at your sales skills when all you had to do was ask!