How to Sell: Uncovering Specialty Sales

Rural Lifestyle Dealer Podcast

Everyone in the equipment business loves retailing the big-ticket items, but those smaller niche attachments are sometimes what pay the bills. Have you ever had a customer negotiate you down to the bare minimum on a tractor, but when you added the rock rake, box blade, post-hole digger, finish mower and blade at full price, you ended up with a nice profit margin? If the answer is “yes,” you know the value of those small pieces that make a tractor more productive and a dealership more profitable. In this audio story, Contributing Writer Mike Wiles explores the art of selling niche attachments. For more audio stories, visit: https://www.rurallifestyledealer.com/audio