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Twelve Days of Selling "Day 3"

Seventy Two hours until the close of the month, the quarter and the year. OH bother! 

 

My first appointment of the day was with an existing account that had placed a $50k order with me last month. Just as I arrived our company delivery truck was already there and the process of de-installation of the older units had begun.  

 

This time around I brought our "Guru of Content Management", and the reason for bringing that person is because I had embedded two licenses of NSI autostore with two of the MFP's.  Plain and simple she was there to talk about workflow and I was there to listen and learn.  Unbelievable at my advanced age, I'm still all about learning more! 

 

Our "Guru of Content Management" was awesome!!  She was able paint a picture of the future with additional workflows and allowed our customer to think aloud about pain they had in other processes.  By the time the appointment was finished they were ready to receive a SOW & PSA for at least one barcode NSI workflow and was ready to sign off on a small SOW to have NSI installed on the server.  Kudos to our "Guru of Content".

 

My next appointment brought me to an existing wide format customer.  Since I've built up a decent war chest this month, I was able to "to rob Peter to pay Paul"and hammer out a new deal for a wide format and a copier. My client had to discuss with his partner over the weekend, but it seemed pretty obvious that I should be able to pick up the order on Monday!

 

Thus, while driving back to my home office, I received an email from an net new account and they were ready to order.  No time to waste, I called and them and stated I would come right over with the document.  The order was about $10k.  But, while I was there my contact told me that their sister company also wants to buy from us and they are looking for a new wide format and copier also.  I was asked to reach out to them on Monday.

 

Well, I've got a few hours today to make a few calls and emails (Saturday), am picking up a $10 order Monday morning also, and am hoping I can get the other order I just spoke about.  At this point, if I can close the order on Monday with the sister company, I'll be about $28k about of my goal.

 

I will leave no stone unturned and Monday and Tuesday of this week will, well lets say it will be interesting!!!

 

-=Good Selling=-

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