It's Friday evening, just about 10:30PM. I've finishing watching my Friday night series of "Z Nation" & "Gold Rush" and have put away a couple of Bahama Mamas for a night cap.
I've often wondered how many other sales rep get a rush every time one of the three gold crews come up big with their weekly clean up of the wash plant. For me, it's prospecting 101 and digging in the dirt to find that gold streak, well, it's something we do every day. We're just not digging in the dirt.
LOL, I'm having a senior moment about Thursday!
In the AM I prepared my presentation for an appointment I had on Friday with an existing account. Preparing meant, that I researched the last year of maintenance and supply costs on three different devices. Developed a spreadsheet that outlined last years cost with quarterly meter reads for each device. Once I developed those three spreadsheets I then analyzed the annual and quarterly volume of each device. I then took those existing spreadsheets and ran models of what the cost would be with new devices. Yes, it's a lot of work, however when you present this to the client you are leaving no stones unturned. You have every bit of data that can help you close the order.
In addition to the six spreadsheets, I cut and pasted a Ricoh PPT on the new devices into a short format of what's new and different. I capped all of that off with a brochure, order doc, lease and maintenance/supply agreements. I'm figuring I spent at least three hours from start to finish.
My next project was to model a few pricing scenarios for the net new account I visited yesterday. When I was finished I sent it off to my manager and we'll have a pow wow about this account on Monday. All in all, I figure this ate up another two hours. BTW, special thanx to those Print4Pay Hotel members that helped me out with the finishers for the existing Canon devices. Could not have completed this without your help!
The rest of the day was spent was preparing for my 7:30PM appointment in South Jersey. This will be my second time before the board, in the last thirty days. My first proposal had then spending another $200 per month to replace two devices. My new proposal now has them saving $132 per month and going to one device.
I finally left the office about 6PM, grabbed a quick bite to eat and arrived for my 7:30PM appointment about twenty after seven.
I was able to sit in on the board meeting and finally presented my proposal just about 8PM. My second proposal was a hit, all of the board members were in favor, however, they told me that I had place a call to the head board member and run it by him. Damn, it's always something right. I'll be calling him in Monday, since I have a full day tomorrow.
Finally arrived home a little before 9:30PM!
Amount Sold Today = $0K
Total Revenue to Date = $115.5K
New Opportunities Created Today= $0K
Total New Opportunities Created = $346K
Revenue Required to hit 200K Goal = $84.5 K
Lost Opportunity Today = None
-=Good Selling=-
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