S U M M E R 2012 I S S U E
of The Pool & Spa News
Top 50 Builders are Paramount Dealers! view on pg. 2
Pool Environments Plano, TX
1 \\ BILL'S SALES CORNER
TRUST ME A
s the summer begins to wind down there can be a tendency for sales people to lose just a bit of their edge. You may have been running pretty hard the last several weeks making lots of sales presentations along the way. This is the time to stick to the fundamentals and avoid drifting off course. In other words – follow your sales process every time. I say that assuming that you have a sales process as every professional sales person should.
years in business, etc. While these things might have an influence the #1 Trust Building Tool is the power of a good “INTENTION STATEMENT” something like this. My goal in this process is to determine what will best meet your particular needs. At that point I believe that I will be able to help you make a decision whether or not you decide to invest with me.
I’m sure you’ve heard this before but “we tend to buy from people we trust”. This is especially true for higher end investments like a swimming pool. I am writing this from Australia where I recently participated in a sales and marketing seminar at the Compass Pools Annual Conference. The key points from this seminar reinforced the value of having a sales process based on a “trust me” approach. From the moment you meet them your potential customers are continually looking for signs that they can trust you. Put yourself in their shoes; they are in a risky situation, they don’t have the knowledge you have and they know they are going to spend a lot of money.
Put yourself in their shoes; they are in a risky situation, they don’t have the knowledge you have and they know they are going to spend a lot of money. So how do you build trust? You may be thinking things like being punctual for appointments, your appearance, knowledge of your product, reputation,
#1 Trust Building Tool is the power of a good “INTENTION STATEMENT” Now first of all they probably aren’t going to hear that from very many people. It should immediately do two things for you; separate you a bit from your competition and establish that you want to be helpful. A helpful attitude will go a long way in building trust. What does an intention statement like this do; • • • • •
Shows the prospect you’re there to help It removes some of the sales pressure Encourages conversation Sets an agenda Positions the prospect to make a decision
The sales process from there is pretty straight forward – Establish the need(s), provide a solution, and close the sale. Just remember that you have to do these things in this order and it all starts with building trust. Director of Sales & Marketing bburt@1Paramount.com
Regional Pool Sales Training Seminar
Paramount Dealers For Making The Pool & Spa News Top 50 Builders
pril 26-27, 2012 Round Rock, Texas – Paramount Pool & Spa Systems, recently completed a Regional Pool Sales Training Seminar in Round Rock, Texas. Industry veteran Mario Rossetti of Rossetti Enterprises facilitated this intense 2 day professional training session at the Wingate at Round Rock by Wyndham Resort. Over 20 pool sales people representing numerous pool companies participated in this program. “We were very pleased with the level of interest in the seminar and quite happy to offer a program of this caliber to our Paramount Dealers” stated Kurt Duhamell, Regional Sales Manager for Paramount Pool & Spa Systems. “All of the participating companies should be applauded for their commitment to education.”
What people are saying... Great Energy! I am pumped and willing to make positive changes in my presentation to gain the “edge” to be the best and win the game.
The Seminar effectively demonstrated strategies to connect with the customer, build value and stand out from the competition.
I love the enthusiasm & dedication to providing improvement in sales. I can’t wait to get in front of my next prospect.
Did You Know?
Of The Top 50 Pool Builders Are Paramount Dealers
Featured on the Cover
POOL OF THE MONTH WINNERS // 3
Pool Environments Plano, TX | MAY 2012
Pioneer Pools Tucson, AZ | JUL 2012
John Pack Pools Georgetown, TX | JUN 2012
Paragon Pools Las Vegas, NV | AUG 2012
Riviera Pools Narellan, New South Wales, AU | SEPT 2012
GET YOUR POOL FEATURED IN A DEALER INSIDER Enter your latest creation in the Pool of the Month Contest and if chosen could be showcased on our next Dealer Insider cover. To enter, just e-mail your high resolution pool photos to Jason Gall at email@example.com.
Besides being featured in the Dealer Insider, these winners also receive:
Top Pool & Param50 BuildersSpa News ount D are ealers!
• 100 points toward the next Passport to Paradise trip • Winning pools are showcased on our website and in our “Pool Hall of Fame” at our corporate headquarters
SEE LARGER POOL OF THE MONTH IMAGES AT: www.facebook.com/1paramount
Pool En Plano vironme , TX nts
YOUR POOL IMAGE HERE
BUILDER SPOTLIGHT //
Kurt Lischka, Moon Creek Studios
How long have you been an authorized Paramount Dealer and what do you like most? “Two years ago we became a Paramount dealer and it s one of the best decisions I made,” says Richard Cox Jr., owner of Cox Pools. “When we decided to incorporate in-floor cleaning systems into our pools, we researched Cox Pools, the leader in quality craftsmanship pool building has grown into the South’s #1 pool building company. Family owned and operated since 1958. At Cox Pools we don’t just build pools, we create a personalized swimming environment to compliment your lifestyle. In addition to building the highest quality pools, spas and fountains we can also assist you in making your backyard an outdoor entertainment area, complete with paver decks, synthetic turf, beautiful furniture, putting greens and built-in grills. Have us transform your backyard into a tropical paradise!
The Money Minute Hard to believe we are already over half way through 2012. So far this year, we have seen new lending programs added, website activity increase, applications increase, and our FIND A BUILDER leads increase. What this all translates to is more business being driven to our Paramount dealers. Paramount’s www.newpoolfinancing.com website has seen a number of enhancements over the last 12 months and we continue to look for even more ways to generate and capture business for our Paramount dealers. So far this year (thru 6/30/12) our website has had over 95,000 visits. We are on pace to run well past 2011’s total visits of over 144,000 visits that's 14 % ahead. This jump in website activity has put both our application count and lead count so far this year, on pace for new records in 2012.
equipment manufacturers and decided Paramount was by far the best choice. Buzz, as was his father, is a longtime industry veteran who is extremely knowledgeable and with whom we find a pleasure to do business. The other deciding factors of dealing with Paramount is the professionalism of their staff, evolution of Paramount products over the years, reputation with other builders, and year after year, manufacturing products that are superior in the pool industry. We are proud to be part of the Paramount family!”
Paramount Capital Finance
Is your website working 24 hours a day for you? Are you advertising that financing is available and out there? Are you linked to our www.newpoolfinancing.com website with your own customized link? We continue to speak with customers on a daily basis that before speaking with us, had no idea that financing was a possibility because they didn’t have equity or didn’t think the banks were lending. NOT true. We have multiple lender programs and we are here to help your customers find the best option for their individual needs and circumstances. Have a great rest of the year, Scott Pleasant Director of Finance
we are here to help your customers find the best option for their individual needs and circumstances.
295 East Corporate Place Chandler, AZ 85225 1.800.621.5886 www.1Paramount.com