Selling Rental: More Involved Than You Think-Selling Rental: More Involved Than You Think

Video Transcription

Video Summary

In this video, the speaker discusses the challenges of sales in the rental industry. He highlights the importance of having the right mix of equipment in order to have a successful rental business. He also emphasizes the need for smooth operational processes, quality control, and understanding the voice of the customer. He suggests that rental sales can be more successful if they focus on providing solutions to customers rather than just offering lower rates. The speaker also explains the different types of customers and the need to understand their processes, preferences, and pain points in order to tailor the rental offering to their needs. He also emphasizes the importance of market intelligence and measuring the success of rental sales. The speaker suggests that having a dedicated rental salesman can be more effective than having a machine salesman also handle rental sales. He also recommends setting up volume goals for salesmen based on the size of the rental fleet and providing incremental rewards based on their performance. Ultimately, the goal is to provide a compelling offering to customers and promote rental as a convenient and efficient solution for their equipment needs.

Keywords

sales challenges

rental industry

equipment mix

successful rental business

operational processes

customer solutions

market intelligence

dedicated rental salesman

volume goals

compelling offering