www.1Paramount.com 1.800.621.5886

SUMMER 2012 ISSUE

Pool EnvironmentsPlano, TX

66% of The Pool & Spa News

Top 50 Builders are Paramount Dealers!view on pg. 2

Director of Sales & Marketingbburt@1Paramount.com

1 \\ BILL'S SALES CORNER

As 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.

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.

So how do you build trust? You may be thinking things like being punctual for appointments, your appearance, knowledge of your product, reputation,

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.

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.

TRUST ME

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.

#1 Trust Building Tool is the power of a good “INTENTION STATEMENT”

2

April 26-27, 2012 Round Rock, Texas – Para-mount Pool & Spa Systems, recently completed a

Regional Pool Sales Training Seminar in Round Rock, Texas. Industry veteran Mario Rossetti of Rossetti En-terprises facilitated this intense 2 day professional train-ing session at the Wingate at Round Rock by Wyndham Resort.

Over 20 pool sales people represent-ing numerous pool companies partici-pated 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 Man-ager for Paramount Pool & Spa Systems. “All of the participating companies should be applauded for their commitment to education.”

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 strate-gies 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.

What people are saying...

Congratulations Paramount Dealers For Making The Pool & Spa News Top 50 Builders

Of The Top 50 Pool Builders Are Paramount Dealers 66%

Did You Know?

Regional Pool Sales Training Seminar

Riviera Pools Narellan, New South Wales, AU | SEPT 2012

Pioneer Pools Tucson, AZ | JUL 2012

Pool Environments Plano, TX | MAY 2012

Paragon Pools Las Vegas, NV | AUG 2012

John Pack Pools Georgetown, TX | JUN 2012

MONTH WINNERS // 3POOL OF THE

Enter your latest creation in the Pool of the Month Contest and if chosen could be showcased on our next Deal-er Insider cover.

To enter, just e-mail your high reso-lution pool photos to Jason Gall at jgall@1paramount.com.

GET YOUR POOL FEATURED IN A DEALER INSIDER

SEE LARGER POOL OF THE MONTH IMAGES AT: www.facebook.com/1paramount

Besides being featured in the Dealer In-sider, these winners also receive:

•100pointstowardthenextPassporttoParadisetrip

• Winning pools are showcased onourwebsiteandinour“PoolHallofFame”atourcorporateheadquarters

Featured on the Cover

SUMMER 2012 ISSUE

Pool EnvironmentsPlano, TX

66% of The Pool & Spa News Top 50 Builders are Paramount Dealers!view on pg. 2

YOURPOOL IMAGE

HERE

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 deal-ers. 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.

The Money Minute

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.newpoolfinanc-ing.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,

14%

we are here to help your customers find the best option for their individual needs and circumstances.

Scott PleasantDirector of Finance

Paramount Capital Finance

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!

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

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!”

BUILDER SPOTLIGHT // 4

295 East Corporate PlaceChandler, AZ 85225

1.800.621.5886 www.1Paramount.com