Tagged With "sales"

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10 Awesome Tips for a Great MFP/Copier Demo

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This Blog is the top blog on the old site has more than 15,000 page views!!  ENJOY!! Demo, what the heck is that?  In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago.  One of the...
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10 Tips for Phone Cold Calling Script

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I had an email from a new Print4Pay Hotel member the other day asking for help.  Here's the email:   I saw your posts on The Week in Imaging site and then decided to sign up for the P4P blog. Very informative! You mentioned to a poster on...
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10 Ways to Close Net New Business #2 of #10

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Ah, net new business has been a hot topic with me in recent days.   Adding net new customers at the rate of three per month can add up quickly. Thirty six net new accounts per year can per a tremendous upside when the renewals come due, in...
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10 Ways to Close Net New Business #3 of #10

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We all remember FAB right?    For those of you that don't the what the acronym stands for.   It's Feature, Advantage and Benefit.    Back in the eighties and nineties I can remember making a bullet list of all of the...
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10 Ways to Close Net New Business #4 of #10

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This is part #4 of #10 for the series of "10 Ways to Close Net New Business", this one is a freebie!  woohoo!!   Today was one of those days that were just non stop.  The existing plan was to follow up with existing accounts to move the...
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10 Ways to Close Net New Business #5 of #10

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Whether it's the golden fleece, the golden egg, or the coveted Jersey Italian hot dog,  we're all looking for a way hit our net new business quota.  For me, it's been a bit of a rough patch lately, even though I've got top business...
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10 Ways to Close Net New Business #6 of #10

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One awesome thing that I've learned over the years is that almost every business is a potential suspect.  I used the word "almost" because there are not as many suspects as there were years ago.  Going back 30 years or so, it was a...
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10 Ways to Make your Copier & MPS Proposals Standout!

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Over the years I've seen a lot of really bad copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones.   AS much as we always try to get in front of the decision maker(s) there are many times when we...
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100 calls a day, 240 minutes talk time a day, 4 opps per day equals NO job

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I was alarmed when I received and email from a very valued print4pay hotel  member. I just spoke with him tonight and I'm hoping I can him connected with  another job in his area. I also had his permission to post this and he may or ...
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16 Tips to Help You Sell More Production Print Systems #4 of 16

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It's all about the prospecting, bout the prospecting not the leads!   There's been much talk in the industry about the research that is performed by the customer via the web before they make their first phone to a potential supplier. ...
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16 Tips to Help You Sell More Production Print Systems #5 of 16

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Eat, sleep and breath, something we do every day and we don't give it a second thought, it's just something that we do.   If you want to be successful with selling Production Print Systems, then you need to know the specs of your competitions...
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3 Areas Major Account Copier Reps Must Master In Order To Crush Their Quota

Larry Levine ·
What can you do as a major account copier rep to become the true master, the expert sales rep in the eyes of your clients and prospects? How can you fast-track your process to becoming a true master of your craft? First, realize there’s no graduation process in sales. You’re not studying a certain number of years until your get your degree. There’s no such thing as a PhD in Sales because you can never stop learning. Becoming the best major account sales rep requires perpetual practice. You...
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3 P's Major Account Copier Reps Must Embrace To Crush Quota In 2017

Larry Levine ·
Congratulations if you’re on track to meet or exceed your sales goals this year. Even if this year has been challenging for you as a major account rep, now is the perfect time to make a few adjustments, tweaks and commit to a successful 2017. Set aside quality time to do some serious sales planning so next year you get extraordinary results. As you reflect and start working on your business plan, think about one word... "TRANSFORMATION" As a major account copier rep, how can you transform...
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3 Reasons Why Copier Sales Reps Help Your Dealership's Brand

Larry Levine ·
When people ask you about yourself, what are the first few things you share? Aside from where you may live or whether you are married with kids, one of the first things you are most likely to share is your job title or what you do for a living. There’s a good reason as work is a common thread in most of our lives. Sharing with someone where you work and what you do gives them a good idea of what’s important to you. This is just a part of normal "get to know" conversation. In previous posts,...
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3 Reasons Why Greek Mythology Has Impacted Major Account Copier Reps Ability To Grow Their Business

Larry Levine ·
Narcissism, Phobia, An Achilles Heel, The Midas Touch... A Major Account Copier Rep? The Greek language as well as Greek mythology has had a tremendous influence on the English language. In our everyday lives, we use Greek rooted words, stems, prefixes and definitions. Some even come from myths as well as stories of gods or goddesses. Greek mythology was used as a means to explain the environment in which they lived, the natural phenomena they witnessed and the passing of time through the...
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3 Reasons Why Major Account Copier Reps Are Setting Themselves Up For Failure

Larry Levine ·
Failure and success live with us as major account copier reps. View it as the two headed monster. You can’t have one without the other. SETTING THE TABLE OF FAILURE The best major account copier reps don't close every prospect. In most cases, it would be fair to say they don't even close on the majority of the prospects. Why I am being so harsh? Major account copier reps have developed the dreaded disease called lackitis prospectitus. These dreaded disease attacks 1 out of every 2 major...
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3 Reasons Why You Are What Your LinkedIn Profile Says You Are - A Copier Sales Rep!

Larry Levine ·
Hall of Fame and National Football League head coach Bill Parcells. When asked if his mediocre team were “winners or losers” Parcells responded... "You are what your record says you are" Bill Parcells The Copier Sales Rep Test... If it looks like a copier sales rep, acts like a copier sales rep, and speaks like a copier sales rep, then it probably is a copier sales rep. The truth my friends, quit hiding behind your business cards while dressing yourself up with fancy shmancy titles such as;...
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3 Things All Sales Reps Must Get A Grip With When Selling In A Digital Business World

Larry Levine ·
Technology and automation are not only helping today’s sales reps gain momentum in their marketplace, they are also changing the way sales reps sell their services. Selling successfully in today’s digital world takes a new mindset and skill set. Inside a vast majority of sales departments there is a generational change happening. Many tenured, well-seasoned sales reps are now watching tech savvy young sales reps gunning for them as they take their business to the next level. Regardless of...
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3 Things Copier Sales Reps Must Embrace To Thrive In A Relationship Economy

Larry Levine ·
What is required to take your business relationships from good to great? I believe the principles behind Jim Collins book Good to Great can be applied to how copier sales reps build relationships. Let's take the “Hedgehog Concept” which means having a simple, extremely clear concept of what your business is. As copier sales reps, your business is something you can... Make money at Be passionate about Be the best in the world at "Greatness as a sales rep is a conscious choice and a...
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3 Things I Learned As A Major Account Copier Rep On The Streets Of Los Angeles

Larry Levine ·
Life as a copier sales rep, especially in major accounts is challenging and I get it. I thrive and embrace personal and business challenges. No risk no reward! "Choices, Chances, Changes... You must make a choice to take a chance or your life will never change" If you want to win consistently you need a plan. You need to develop a strategy which gives you an edge, the business "IT" factor over the competition; driving sales opportunities through the pipeline all the way to the finish line.
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3 Things Major Account Copier Reps Consistently Do To Shoot Themselves With Complacency Bullets

Larry Levine ·
If you want to win consistently as a major account copier rep you need a plan. You need to develop a strategy which gives "THE" edge, the business "IT" factor over the competition; consistently driving sales opportunities through the pipeline all the way to the finish line. Life as a copier sales rep, especially in major accounts is challenging and I get it. I thrive and embrace personal and business challenges hence my 3 Things I Learned As A Major Account Copier Rep On The Streets Of Los...
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3 Things Sales Rep Must Use To Avoid Sounding Like Another Sales Monkey On The Phone

Larry Levine ·
Paper shuffling, sweaty palms, time to go to the bathroom, nobody answers the phone; the excuses run rampant inside sales bullpens. Sales monkey business has run amuck inside sales teams of all sizes. Sales suffers' may have no problem communicating face to face, but have difficulty doing so over the telephone. Here we come, walkin' Down the street We get the funniest looks from Ev'ry one we meet Hey, hey, we're the Monkees And people say we monkey around But we're too busy singing To put...
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3 Things Sales Reps Must Use So They Don't Look Like Sales Monkeys With A Loaded Gun

Larry Levine ·
In my prior my post, 5 Things Top Sales Reps Do And Why Most Just Shoot Themselves With Complacency Bullets , pinpoints what makes sales reps so successful. Great salespeople do the same thing every day. They are purpose driven. They focus on the success and happiness of their prospective and current clients. They are able to see the business world through the eyes of the other party. They are naturally curious and love serving their clients. The silent killer to sales success lies with one...
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3 Ways A Servant Led Mindset Helps Sales Reps Crush Quota

Larry Levine ·
"True leadership is servanthood. Put the interests of others at the center of your decisions." Dave Ramsey I would like for you to think about the people who have been leaders in your life. One of the fascinating aspects about the people who lead us, whether they are good, poor or indifferent is the fact we learn a thing or two from all of them. Some teach us how to lead while others demonstrate how not to lead. What makes the difference in a strong leader versus a weak one? Is it their...
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3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn

Larry Levine ·
In a previous post, I referenced how copier reps can boost their close rate by branding themselves correctly on LinkedIn. Inside Hubspot's State of Inbound 2015 , Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process. We must make prospecting for NET NEW business a priority. This is the fuel to keep sales funnels consistent. Think about this quote for a minute and let it sink in... "Opportunities are usually disguised as hard work, so...
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3 Ways Copier Sales Reps Boost Their Close Rate by Branding Correctly on LinkedIn

Larry Levine ·
As copier reps, it is imperative to continue to nourish, maintain and grow your existing client base. What has become challenging is grabbing net new business. Net new business fuels the growth of your dealership! As copier reps, there is a new currency and we call this trust and value. We must adapt and adopt to integrating the use of social media to create major branding and marketing opportunities to build trusted networks. In the business community, people "believe" when your friends...
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3 Ways Copier Sales Reps Can Protect Their M.I.F. (Machines in Field) Integrating The Use Of LinkedIn

Larry Levine ·
Is there customer loyalty in business today? I sincerely believe it is harder today to keep your clients happy than it was 10 years ago. We can thank all of the social media outlets for attributing to this. It has been engrained in copier sales reps heads retaining your customers is low-hanging fruit. However, understanding how to create loyal customers so you can retain them is one of the most important things for a dealership. For starters, it’s critical to know the fastest ways to lose...
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3 Ways Copier Sales Reps Can Use LinkedIn To Solve Sales Math Problems

Larry Levine ·
I know what you are thinking, "What does math problems and sales have to do with each other?" How many times have you all heard the "Sales is a numbers game" cliche? By incorporating simple sales math, copier sales reps can integrate LinkedIn to invigorate their sales funnels. No need for a calculator to help solve my social business development math problems. Allow me to ask a serious question to help set the stage. This may open up a "can of worms" with a vast majority of dealerships and...
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3 Ways Getting Involved In Community Service Can Help Copier Sales Reps Enhance Their Sales Success

Larry Levine ·
What does “community service” mean to you? For some, community service means helping around the four-block radius surrounding their homes. For others, community service may mean their entire neighborhood, city, or town. Regardless of how you define community service, you should know you can play an active role in building it and helping it to grow. Acronyms and buzzwords are riddled throughout the copier sales community. As a recovering copier sales rep, I have had countless dreams and or...
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31 Ways to Close more Business (3 of 31)!

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Whether you're selling MFP's, Document Management, and even Managed IT, there is always a time to close.  A good sales person is an excellent listener, and if you listen well enough in most cases, you'll know when to ask for the order. Asking for...
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31 Ways to Close more Business (2 of 31)

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Zero Interest Lease “Create Your Own” to Close:   That’s right, you’ll usually want to keep your price right around MSRP. Offer ZERO percent to own with this strategy.  Purchase price is 10,000, divide the...
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31 Ways to Close More Copier Sales (#19 of 31)

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It was many years ago that when it came to late December that I thought sales were done for the month.   I assumed this was due to the fact that I would be off a few days for Christmas and New Years and everyone else...
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31 Ways to Close More Copier Sales (#20 of 31)

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Have I done this, yes!  Did in work in my favor?.......well no, however I did get the order.  In a previous blog titles "What Type of Day Is It", I made mention that "business will not close by it self", yes there may be some strays that...
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31 Ways to Close More Copier Sales (#21 of 31)

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Some of the best closes are the ones that sound out right dumb that you don't dare to use them right?   I learned along time ago that you always have to ask for the order in one way or another, it's a shame that I don't remember most of them...
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31 Ways to Close More Copier Sales (#22 of 31)

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For all of you newbies......, when was the last time you had a copier delivered to a customers office to do a demonstration of how the copier can help their business improve their paper intensive workflow?  For the life of me I can't remember if...
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31 Ways to Close More Copier Sales (#23 of 31)

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Always keep in mind if you are doing something out of the ordinary with financing,  you'll need to clear it with the powers to be and the leasing company first. Double and triple check your numbers, and when you're finished leave not...
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31 Ways to Close More Copier Sales (#24 of 31)

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What a bummer today, our annual Sales Kick Off meeting was rescheduled because of impending snow storm Janus.     Seems like those of us that live along the NJ Shore will get the brunt of the storm.  I'm looking forward to the 30th when...
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31 Ways to Close More Copier Sales #25 of 31

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Enough is enough, tired of the cold, the wind, the snow and hearing about the Super Bowl this week. Can't wait to get to the BTA Winter Break in a few weeks.  Please let me know if you'll be there!! My Account Close: Another unique...
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31 Ways to Close More Copier Sales #26 of 31

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Only 5 weeks left on for "31 Ways to Close More Copier Sales". Once I've posted #31, I'll have all 31 available as a .pdf download on the site. Make sure you have a Premium Membership in place in order to access the document.  Either Or...
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31 Ways to Close More Copier Sales #27 of 31

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There are countless ways to close business, all you have to do is be creative and don't be afraid to ask for the order.  What's the worst that can happen? They will say "no" and when they say "no" you ask why?  Every "no" may get you closer...
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31 Ways to Close More Sales (#10 of 31)

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Busy month so far, I'm just about completed with renovating the home office and put the finishing touches on my new desk. Tomorrow night I'll be off to Cannatta Charity Fund Raising Event.  The event starts @ 5:30PM and I have no clue when...
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31 Ways to Close More Sales (#11 of 31)

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I have a funny story to tell, my wife had to report for jury duty today, and if course she was not happy about it. Thus at dinner tonight I asked how what the jury selection process was like since I've never been called. Questions, questions...
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31 Ways to Close More Sales (#12 of 31)

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Many times in my selling career I get caught up with just trying to meet my quota instead of putting meat on the table. Yes, I'm anal about hitting those monthly and quarterly and yearly numbers, and yes, I have been known to sacrifice GP just to...
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31 Ways to Close More Sales (#13 of 31)

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On many appointments and especially the one that I have at 9:30AM in the morning I'll have all of the paper work necessary to "sign the deal" filled out the day or the night before the appointment.  In addition...................., I've...
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31 Ways to Close More Sales (#14 of 31)

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Some sales organizations elect to re-write the book on leasing, they have ideas that they can do it better and make it more efficient for themselves.  What they forget is the fact that they have effectively tied the hands of their creative sales...
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31 Ways to Close More Sales (#15 of 31)

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  Thus with the 15th post of this series, we're just about to the halfway point. I may be adding a couple of additional closes that I've written down in recent weeks.  Starting sometime in December I'll start our new series "31 Ways to...
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31 Ways to Close More Sales (#16 of 31)

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There was an interesting blog that I picked up today, in that blog it spoke about how the CIA & Xerox collaborated on spying on the Soviets. This was done with spies becoming copier techs and then while they were working on the Xerox copiers that would out a camera in the copier to capture a picture of every copy that was produced! On to number 16! 16. Either Or Close: Been doing this for years! With this technique you always need to present...
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31 Ways to Close More Sales (#17 of 31)

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I tell you some of the stuff that I'm reading about selling is......stupid!   I agree that selling, and prospecting has changed, but when presented with the opportunity to sign the order...., well we need to get the order signed or not get paid....
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31 Ways to Close More Sales (#18 of 31)

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Many years ago I learned that all copiers are not alike, and way back when when we were up against a competitor we were taught to present a side-by-side comparison.  Back in the day we either used a typewriter of hand wrote a side-by-side...
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31 Ways to Close More Sales #28 of 31

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In the office today we had about 2 hours of role playing.  We were given a real life prospect scenario, had to prepare just like a real meeting.   For me, it was quite a bit of fun, for some of the newbies....well it was umm....daunting,...
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