The spring of 2011 reminds us that equipment dealers must be more nimble than ever to serve their customers in an increasingly volatile climate, be it business, weather or consumer spending trends. As a result, equipment dealers face both the daunting task of serving distressed neighbors and the opportunity to build credibility, awareness and business by strategically reaching out to existing and potential customers in tough times. Do it right, and you establish your dealership as a partner.

If you want to build solid customer relations, take a hint from what nature provided and listen more than you talk.

Whether you’re selling doughnuts, dog houses or all-terrain vehicles, one axiom holds true: making good conversation ultimately leads to making good sales.