Selling Copiers "What Would You Do"?

I always strive to bring us ways to make additional sales. Just the other day I had a call from a cousin who needs "x" amount of systems in, well let's say a place that's not in "my territory".  Better yet, he's more than a thousand miles away. 

 

After my Cousin (Vinnie) and I exchanged the "how ya doins", we got down to talking about copiers.  Speeds, feeds, cost per page, what program or app would like to scan to, are you using MS365, MS sharepoint, how about Docuware.  When we finished, I was thinking woo hoo!  Nice deal, ships out of state, but all in all, not bad for a 35 minute conversation with someone that wants to talk to me.

 

My Cousin, then dropped the bomb!  BOOM!  We don't want what you're selling!  I said "what"?  My cousin then explained that they have the same brand that I sell and they are frustrated with the lack of service, and how often the equipment is breaking down.  I stated, "well we can find you another service partner, will that work"?  My cousin stated that they had already gone that route and the company that they are getting support from is the only service facility for that brand for 100 miles. Geesh, I thought, my day has great to real bad in 30 seconds.

 

So, what to do....we only carry one brand and that's not going to happen, I can have the order if I can come up with a solution.

 

All good sales people seem to have the knack for making something out of nothing. Something is always better than nothing right?   Thus, rather than me to tell you right away what I did, I'd like to post this question to our readers.

 

WHAT WOULD YOU DO?

 

-=Good Selling=-

 

-=Good Selling=-

 

 

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Comments (7)

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alright, it's the same as networking with your current customers.  Over time I've been able to establish relationships with other dealer owners.  In particular, one is Pahoda Imaging in Colorado.  Working with Pahoda allows me an avenue to still get the order and I don't have to walk away.  In fact Pahoda is een on accepting these types of orders from salespeople like you and me

Originally Posted by Iris:

Hi Art,

 

Even if you could convince him by offering a different model, some sort of guarantee or whatever, the question you should ask yourself is what happens if the problems return. Would you really want to have that standing between you and your cousin?

 

 

Iris

 

Exactly!  The point is they are limited to only one dealer for one brand and the scenario isn't going to work. Thus, what is a sales person to do?  I'm not going to try to convince him that all will be well with the current provider.

Originally Posted by Monte:
What brand does your cousin want?

Monte Jensen
415-286-1127

> On Jun 4, 2014, at 2:34 PM, Print4Pay Hotel wrote:
>

Monte:

I've already figured something out, I was looking to hear from others as to that they would do, when they are faced with the same scenario.  TY for wanting to help

Hi Art,

 

Even if you could convince him by offering a different model, some sort of guarantee or whatever, the question you should ask yourself is what happens if the problems return. Would you really want to have that standing between you and your cousin?

 

 

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