Unfortunately, one huge and costly mistake many in sales make with their customers is breaking promises. You're probably breaking promises to your customers far more often than you think. What experience is this creating? How are you making them feel? Without their willingness to tell you every single time you break a promise, how do you know? Way too many in sales treat their customers like widgets on an assembly line. What's worse is management and ownership have fostered the environment.

If you have some extra time make sure you check out Brian's post from ten years ago. It was pretty awesome. Print4Pay Hotel Member "Biggest Deal of My Life!" Enjoy these awesome threads from 10 years ago this week! Canon U.S.A. Announces Availability of The COPYblue MEAP Kiosk Version 2.1 Solution 10/20/097:46 PM Providing storefront and hospitality businesses with an opportunity to generate additional revenue from copying, scanning and faxing, CanonU.S.A., Inc., a leader in advanced digital...

Had a pretty cool thing happen yesterday. I was visiting one of my existing accounts because they had a question on one of their higher end printers. The owner of the company then told me about a call he received from another business owner asking about how he likes his copiers. I was given the contact name and the company, since that company was only a few minutes away I was on my way. Stopping in un-announced is always a little dicey. The DM was in the office and I had to wait a bit, and...

Visualizing Clear Processes is the Key to Seeing New Efficiency Opportunities for Businesses New Windsor NY, Oct 17, 2019 – DocuWare , provider of cloud solutions for document management and workflow automation, releases Process Planner , a stand-alone, web-based process diagramming tool that is available for free for anyone. Process Planner is a 100% free tool requiring no prior knowledge about workflow standards or notations and no prior experience with other diagramming solutions - a...

During the last few weeks I've been able have some awesome conversations with service providers for our industry. I'm always on the look out for a product or a service that can help dealers expand their existing business or add growth from another service. At Itex 2019 I was able to spend a few minutes with Ed Spriegel (President of Mid-West Copiers and Partner with ARCOA Group). Ed was really excited about how well ARCOA is performing and stated I should chat with Brett Apold (Vice...

If you've been selling wide format MFP's for some time I think you'll agree that the manufacturers have been slow on refreshing most models from most manufacturers. Aside from KIP with the recent introduction of the KIP 600 toner based color wide format MFP (multi-functional product), the others are just regurgitating the same tired outdated wide formats for the AEC (architect, engineers and construction) market. Five plus years is a long time to wait for a refresh of an existing model or...

Today's Over Confidence in Yesterday's Performance Can Empty the Chairs at Tomorrow's Play. Does the Imaging Channel have too much confidence in yesterday's relevance? A diminishing relevance either in a businesses' deliverable or a theatrical performance will lose its audience. It's Relevance, which fills seats. Today some of the Imaging Channel's actors have done an excellent job memorizing their lines in a play written 50 years ago. OK, the script has been updated, been modified, and at...

I'm here to inform you, a sales professional thinks before they act. They plan, prepare and practice as they build the foundation known as success. They lead with intention. Not only do they become the example, they are the example. What makes a sales professional great? They're purposeful, full of pride and are precise with their decisions by aligning their vision and values to earn the respect of their clients. With determined intent, they engage in heartfelt activities benefitting those...

Did you know that we have questions, comments, sales tips, sales advise, copier quotes and proposal that go back 16 years? Yup, more than 100K in threads stored for your enjoyment on the Print4Pay Hotel! Enjoy! Enjoy these awesome threads from 15 years ago this week! Savin 4022 / Ricoh 2022 10/12/045:09 PM The back side leading edge has toner on it and fades out as you get to the trail edge. if you run multiple copies it is only on the first copy. I have noticed that if you look at the drum...

For the next couple of weeks I'll be posting a picture of how many visitors we've had on the site at one time. All of this activity is from the last 30 days. I can't thank everyone enough for their support and making the Print4Pay Hotel a special place for Imaging (copiers) & IT Professionals! Enjoy these awesome threads from 10 years ago this week! Topic Konica Minolta Supports the United Nations Climate Change Conference 2009 10/9/0911:23 PM climate convention, Konica Minolta...

Some of my favorite quotes for sales: "The harder you work the luckier you get" "Luck is for rabbits" "As long as you work hard, you never what the tomorrows will bring you" "The thought of the cheapest price is long forgotten after poor service" "If it sounds too good to be true it usually is" "You cant see both sides of the coin without looking at the edges" Enjoy these awesome threads from 5 years ago this week, especially the one from the "ghost" Topic Konica Minolta Launches Managed...

If you're reading this blog series for the first time you'll notice one of these icons . Clicking that icon will take you the collection of blogs that we've posted with our amazing industry veterans who were selling copiers in the seventies. I believe its important that we not only post these blogs but to also have them archived for our industry. Rich Sissen is President and Owner of Sissen and Associates. We met via email and had a couple of phone conversations about our early copiers days.

This article applies to all industries, especially those consolidating or declining. Spending nearly thirty years in the Print Equipment and Services Industry; an industry known as the Document Imaging Channel. I have seen the glory days, and obviously, now I am witnessing its most challenging time ever. Today as print equipment, customers' continue in their digital transformations. They are reducing the need for printed paper. As the market shifts and consolidates, I am also witnessing and...

I'm here to tell you... investing in yourself is one of the greatest examples of self-care. Quite frankly, it may very well be the most profitable investment you'll ever make. Are you bold enough to take the steps necessary to improve your sales performance? If you do, your sales universe will respond by granting you some freaking amazing results. Simple but ever so complicated for many, it's the effort you put into consistently investing in yourself that will play a large role in...

I had this short chat with my VP of Sales today. I exhausted my pipeline in recent months, not as much time to prospect during that time. Put the foot on the pedal this week with almost 70 calls, and 40 plus emails. Resulting in 10 appointments and 3 opportunities for about $50K. Need to do the same for the next 3 weeks! Enjoy these awesome threads from 15 years ago this week! Topic Canon Targets Commercial Print Market 10/7/048:19 PM their respective owners. (i) Source - Gartner Dataquest -...

How was your day today? I hear that quite a bit. One question that I'll ask other reps is "What type of day is it today", the usual response is something about the weather. Mine is it's a great day to sell something!" Enjoy these awesome threads from ten years ago this week in the copier industry! Topic Nuance Acquires eCopy, Extends Network Scanning Solutions that Connect MFPs with Ente 10/6/097:26 PM — result in scanning solutions that maximize gains in productivity and cost savings and...