Harv use the fact that you aren't a salesman to your advantage. Sell the fact that you're an owner operator. You've been there 30 years??? You aren't going anywhere, you're solid. Maybe the other salseman doesn't have that going for him. Leave the product right out of your conversations. I mean at 2.5 to 1 it's a no brainer for him. If he can't see that in black and white, well, you can't fix stupid. Just sell yourself, people want to do business with people they like.
I'll have to get back to you on that. I'm heading north to Algonquin Lake for a few days with friends. I'll day this, and that is there are no secrets when in comes to good salesmen. You either have it or you don't, it can't be taught. Kinda like SJ's lame ass fooz game!
Lots of good advice here, Harv. I've been selling a long time now as well. Though I sell a physical product rather then a service, the important thing in all sales is building a relationship in order to build trust (which you clearly have done) and to really understand and believe in your product (which you do). Owning your own business automatically makes you a salesman so you probably already know more about sales then you realize.That being said, only thing I might add is that when you're actually doing the selling, you need to be mindful of the difference between features and benefits. Technically oriented people some times get stuck on features and don't explain the benefit of the product to their customer. The other mistake is that a lot of sales people don't actually ask for the sale (though it sounds like you do) as propose a concrete transaction at the wrap up.