Tagged With "Selling"

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10 Awesome Tips for a Great MFP/Copier Demo

Art Post ·
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 Ways to Close Net New Business #2 of #10

Art Post ·
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

Art Post ·
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

Art Post ·
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

Art Post ·
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

Art Post ·
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!

Art Post ·
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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16 Tips to Help You Sell More Production Print Systems

Art Post ·
Where to start....hmmmmm, many years ago I had my first introduction into the Print4Pay Industry via the Minolta 450Z BETA copier.   The 450Z was launched back in the mid eighties and the most unique feature of the 450Z is that this was one of...
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16 Tips to Help You Sell More Production Print Systems #2 of 16

Art Post ·
It's no surprise to us old timers that in order to be successful we need to change. Case in point is production printers aka big iron. Many of us realize that Segment 3, & 4 systems won't pay the bills anymore and the mere thought of chasing pc's for MNS is frightening!! Thus many us of us have moved our sights higher with finding homes for our production line of copiers. Which leads me to a recent visit that I had with one of my "print shop" accounts. He's...
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16 Tips to Help You Sell More Production Print Systems #4 of 16

Art Post ·
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

Art Post ·
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 Simple Ways To Modernize Your Prospecting Efforts As A Copier Sales Rep

Larry Levine ·
Last week, I touched upon 9 new school approaches to help copier sales reps prospect in all the right places . Ask any tenured copier sales rep and they will stress the importance of integrating effective prospecting techniques as part of their new business strategy. Seasoned copier sales reps can write novel’s with "cold calling" stories as they reminisce about the good ole days. The good ole days are behind us. Times have changed and so has prospecting. Cold calling is not dead it is just...
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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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31 Ways to Close more Business (3 of 31)!

Art Post ·
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 Copier Sales (#19 of 31)

Art Post ·
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)

Art Post ·
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)

Art Post ·
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)

Art Post ·
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)

Art Post ·
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)

Art Post ·
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

Art Post ·
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 #27 of 31

Art Post ·
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)

Art Post ·
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)

Art Post ·
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 (#13 of 31)

Art Post ·
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 (#15 of 31)

Art Post ·
  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 (#17 of 31)

Art Post ·
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)

Art Post ·
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

Art Post ·
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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31 Ways to Close More Sales #29 of 31

Art Post ·
Geesh, two more weeks and this blog series is over!  I will be putting the entire 31 parts up as one document once the series ends.  The document will be posted in the "clips" section of the site, and will be listed under "Helpful Sales...
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31 Ways to Close More Sales #30 of 31

Art Post ·
I would love to hear from others, about closes that you use. If you have a favorite close or like me, included something that was out of the ordinary.  Please post the thread in the reply section of this blog.         30. ...
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31 Ways to Close More Sales #31 of 31

Art Post ·
This is the last post of the series!  My how time flies, just an FYI, I had a computer crash over the weekend and had to pull this one off of the back up.  I'm pretty sure I did not offer this one up yet.  Enjoy, in a week or two, I'll...
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31 Ways to Close More Sales (#4 of 31)

Art Post ·
Over the years, every now and then I've stumbled across some great way to new way to prospect.  Whether it was to perform dual prospecting or in my latest find I found out something that you can do with the FREE version of linkedin to get you...
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31 Ways to Close More Sales (#9 of 31)

Art Post ·
I had scheduled the last stop of the day about a mile from my home. For almost three years I've been calling, emailing and dropping off production information for a net new account. Three years with nothing, I was beginning to think that the company...
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31 Ways to Garner Net New Copier & Managed IT Business

Art Post ·
Finally!!! I've put the master piece togther.  31 Ways to Garner Net New Business, and I'll be posting one of these per week as Premium Content once the New Year of 2014 kicks in.   But in the mean time I've started a topic on the P4P...
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31 Ways to Garner Net New Copier & Managed IT Business # 10 of 31

Art Post ·
Socialize Yourself with Linkedin   All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in.  Thus over time you will be considered by your customers and prospects as the resident...
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31 Ways to Garner Net New Copier & Managed IT Business # 12 of 31

Art Post ·
In one of my previous blogs about "31 Ways to Garner Net New Business", I mentioned the use of Linkedin. With Linkedin we have the ability to research the CFO, CIO, CEO and just about anyone else as long as they are a member of Linkedin,  Today,...
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31 Ways to Garner Net New Copier & Managed IT Business (3 of 31)

Art Post ·
Do you ever get any of those days when you just can't move forward!  So many calls to make, so many interruptions,  that I just couldn't get my calls done in the office! Tomorrow, I'm going work from the home office, no...
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31 Ways to Garner Net New Copier & Managed IT Business (4 of 31)

Art Post ·
Socialize Yourself with Linkedin All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in.  Thus over time you will be considered by your customers and prospects as the resident...
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31 Ways to Garner Net New Copier & Managed IT Business #4 of 31

Art Post ·
Socialize Yourself with Linkedin All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in.  Thus over time you will be considered by your customers and prospects as the resident...
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31 Ways to Garner Net New Copier & Managed IT Business #6 of 31

Art Post ·
Socialize Yourself with Linkedin   All of these points will establish yourself as a person who is knowledgeable with the industry that you work in.  Thus over time you will be considered by your customers and prospects as the resident expert...
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The Real Reasons for the Race to Zero in the Copier Industry

Art Post ·
After reading a recent thread on Linkedin posted by Dale Dupree the self-proclaimed “Copier Warrior” who is slaying high costs and conquering poor service. I thought it would be a great time to write about what’s driving the “Real Race to Zero in the Copier Industry”. If you check out Dale Dupree’s profile page to learn more about him and what hes does to make himself unique and different in his marketplace. Part of Dale’s comment below: Copier reps are not out selling workflow strategies...
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The Sales Appointment that Goes All to Well!

Art Post ·
We've all had them right?     At lunch today we spoke about the meeting that was too good to be true.  The person you met with (who was to relay the information to the dm), was engaging, energetic, giving buying signs, basically all of...
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The Twelve Days of Selling "Day 11"

Art Post ·
Another day of wind, cold and rainy weather along the coast. My first appointment was about an hour away, to present pricing for one of the new production systems.    Pricing is tentative so there was not even an inkling of...
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This Week in the Copier Industry 10 Years Ago, The Last Week in April 2003

Art Post ·
Cool thread here for everyone, you should check this one out. Sometimes you cannot satisfy a customer, no matter how much customer service you provide, and how well the system operates. Case in point...We have had this customer for 8 years, and had sold them a Savin 2527, and a Savin 4027sp as the latest series. They had a 48 month lease contract with full service, and had been happy up to 3 years ago, from what they say. I received a letter they sent to the leasing company stating they did...
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This Week in the Copier Industry 10 Years Ago (Third Week of June 2007)

Art Post ·
There's a thread below about the impending launch of the HP Edgeline ten years ago this month. It is just coincident or just flat out luck that the new HP A3 Color PageWide MFP are launching at or about the ten year anniversary. For those of us that don't have the PageWide, I guess all we can hope for is the same type of epic failure that HP had ten years ago. Enjoy the threads! R ICOH FAMILY GROUP SALES REPS jack carroll · 6/18/076:35 PM CENTURY OFFICE PRODUCTS, A RICOH DEALER IN NEW JERSEY...
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Prospecting, Why You Can't Ever Stop Doing It!

Art Post ·
I'm sitting outside of the Marriot Hotel, which is a stones throw from Camden Yards.    I watched and listened to four different guys selling tickets for tonight's SOLD OUT game.  Yankees vs Orioles and Derek Jeter plays his last game...
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Reps: Start using the ‘F-word’

Art Post ·
Note from Art :  in the past few months, I've been pushing our sponsors to get more involved with blogging on the site with informative information that will help us SELL MORE and understand new technologies.   Right now, UDOCX (Fenestra), ...
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Rhythm of Selling with Copiers & Office Technology

Art Post ·
Every time I post "This Week in the Copier/Office Equipment Industry 10 Years Ago", I'm always thinking of what I was doing ten years ago, with business and personal stuff.  It's rather gentle reminder of how fast time moves past us.   ...
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"Selling & Desire" Let Me Tell You a Short Story

Art Post ·
The Desire Let me tell you a short story. At the age of 23, I had just completed my first six months as a copier technician. Prior to getting hired as a technician, I was hired for a 16 week boot camp to learn how to repair copiers in 1980. At the end of the 16 weeks of training, we were sent out on interviews with local copier dealerships in New Jersey & New York. All 22 trainees were hired within a few weeks. At six months, I had my review with the Dealer Principal. He stated, “Art...
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