COVID19 Remote Working Day One Hundred and Fifty-Nine of Selling Copiers

The weathers been pretty lousy the since Tuesday and it looks that it will stay that way into tomorrow.  No heat, no sun, just cloudy wet fifty degree weather.  That's what I woke up this morning and that's pretty much how I felt until the mid part of the day.

I did a bad thing this morning and read our Governors proclamation/law/rules about what's expecting of companies and their employees if they are going back to the office to work.  After I read that proclamation all I could think is who the heck in their right mind is going to adhere to all of these new rules and regulations. In addition our Governor now wants people to report other people or businesses that are not abiding by the new rules.  Maybe Joe is right is just maybe a dark winter for New Jersey businesses.

Anyway I was feeling down enough with the weather being so lousy even though I had so much to look forward to today.  I had a 1:30PM appointment scheduled with a net new for a Planet Press solution that could net $45K in new business.  At 4PM i had an appointment with a existing client that needs to upgrade and older color production device.   Alas all I could think about was how I felt this morning.  The start of the new month and the thought of how am I going to replicate what I did last month.

Thunderstruck

At 11:AM I decided it was time for some AC/DC and the song I picked was Thunderstruck. Here's the link if you've never heard it before

I was caught in the middle of a railroad track (Thunder)
I looked 'round, and I knew there was no turning back (Thunder)
My mind raced, and I thought "What could I do?" (Thunder)
And I knew there was no help, no help from you (Thunder)

Sometimes just taking a little time for yourself and grooving to tune if even to get the juices flowing again.

Dark Winter?

Earlier I made mention of the dark winter that may or may not lie ahead for us.  I'm a believer that you can make anything happen as long as you set your mind to it.  I mean why can't we turn something bad into something good?  One thing I've noticed when calling accounts is that everyone seems so more receptive to chatting when it comes to COVID19.  Questions like "how have the last eight months been for you" and "what changes or adjustments did you make" has led to much longer conversations even with some net new prospects.  

The other day I was on-site with an existing client. After we were done discussing the new MPF our conversation changed to COVID and I ask "what changes or adjustments did you make?". I was told they really didn't make any changes because their main accounts is providing service to supermarkets.  Of course people still need to eat and there's been no fall off in that business. I asked "what supermarket chain is that?".  After hearing who they were I knew that they are expanding big time in my area.  Yes, I asked for a referral to see if they could get me in the door.  At this time they did not know of the right person but asked me to call them back in a few days.  

Thus even though we're in a bad situation people still want to help me especially those that they trust and rely on.

Winter Wonderland

My point is that even if you don't want to make the calls, the prospects, suspects and client are expecting you to call them. They want to share their experience with someone and why can't that someone be you?   Thus we can either listen to those that predict a dark winter ahead or we can make our own slice of winter wonderland.  Which do you prefer?  Hey, I'm picking the winter wonderland for sure.

I did receive a small order today for $5K, still waiting on another small #A4 order for this week.  I did turn in an order on Monday for $10.5k.  Okay that's not a bad week for the first week of the month, right?  Next week could break the month wide open especially if the Planet Press gig goes down.  We just keep pushing, keep working, keep moving **** forward.

Tomorrow is a busy day with four appointments on the board with three being on-site.  One is with another net new and the other two are more of some hand holding that needs to be done with current clients.

A question for everyone.  If someone could coach or help you adjust to this new normal would that be worth $3.00 a day?  That three bucks a day works out to $100 bucks for the month.  I know last month I spent $233 last month on some items I thought would help me.

-=Good Selling=-

Color Label Press University "Glossary of Terms" Part Eighteen, Course One

On the ballot in New Jersey this year is the public question of legalizing marijuana and if approved the new law would take effect on January 1st, 2021.

Since New Jersey is a deep blue state I would tend to think that the public question will pass.  I can already see the future and I believe there will be a pot store in almost every town in New Jersey.  In addition there will an entire industry that will revolve around pot with growers, distributors and resellers.

The resellers may not have a need for a dynamic color label printer just yet, however the growers and the resellers will have the need for custom color printed labels for their products.

Most likely in the near future almost every state in the Union will also legalize pot.  This means a massive industry that will probably generate millions of dollars and will also need millions of color labels.

As Vince would say that's my two cents.

Label Press University

At the top of each blog you'll see .  Clicking that link which is at the top of each blog will then bring you the collection of blogs for Color Label Press University.  It's pretty neat, you'll see all of the blogs that we've posted for an easier read and simple way to toggle from blog to blog.

Color Label Presses can be used as seeding devices in larger Print4Pay opportunities, or help that dealer or rep get a conversation going with an account where they have never had any traction with MFP's or IT services.  In addition, the competition is ripe for takeover.   Let us not forget about the GP!

The market for full color digital labels in huge and the potential to make some serious commissions is enormous.  BTW, isn't that why we're in this crazy business?

Color Label Press University "Glossary for Pressure Sensitive Labels"  Course One (Sponsored by Muratec a Konica Minolta Company)

Press Slip Coating   An overall emulsion type coating applied in-line on a press to eliminate spray powder, usually having a good degree of slip
additive.
Press, Stack   Flexographic press with printing units in horizontal stacks.
Press Varnish   A clear varnish applied in-line on a press. It can be overall or printed in pattern from a plate to allow for dry laps and other
uncoated areas.
Press, Web    Press which prints substrates supplied on rolls.
Pressure Belt   Applies pressure by continuous hold-down of a label followng application on automatic label application equipment.
Pressure Bridge   The steel support, mechanically secured over the die stations, through which the pressure screws are threaded.
Pressure Roll   Holds product to be labeled in place for more accurate placement of label.
Pressure Screws  Steel shafts threaded through the pressure bridge which are used to apply pressure (in a rotary die-cutting station) to facilitate die-cutting.
Pressure Sensitive Label Stock  The combination of face material, pressure-sensitive adhesive and release liner from which pressure sensitive labels are
manufactured.
Pressure Sensitive Laminate    See pressure sensitive stock.
Pressure Sensitive Tape   A combination of a pressure sensitive adhesive with a carrier. Tapes are either self-wound or utilize release liners or films.
Price Mark Special    pressure sensitive stock for use in pricing guns.
Primary Label   Label that acts as the main identification of a product. Often designed to attract attention and contains information to appeal
to a buyer and is usually applied at the time of its manufacture.
Prime Coat   Base coat applied first to enhance subsequent printing.
Prime Label    A label used to identify and display a product, I.e. a major product panel.
Primer   Surface coating applied between face stock and adhesive to improve bond performance and/or prevent bleed. See barrier
coat.
Printability   The ability of a material to accept and hold a printed legend, and especially to resist offset of the printing when rewound into
a roll after printing. Also, a collective term used to describe the properties required of all components in the printing process.
Process Printing   Printing from a series of two or more halftone plates to produce intermediate colors and shades. In 4-color process, the
colors are yellow, magenta, cyan and black.
Production Control   A system to ensure the efficient use of materials, manpower, facilities and transportation in order to assure the availability of
s specific product, in a pre-determined quantity, within a specified time period.
Production Run    The final printing requested by the customer from the original artwork.
Progressive Proofs   Proofs made from the separte images in color process work, showing the sequence of printing and the result after each
additional color has been applied. Also called progs.
Proofing Press   Press that produces printed progressive proofs.
Protective Coating   A coating that protects the printing and the surface of a pressure sensitive label from either abrasion, sunlight, chemicals (their fumes and dilute solutions) and moisture or a combination of these.
PSI   Pounds per Square Inch.
Pull Roll   See nip roll.
Pull Tab  Area on a face stock that facilitates easy removal of the label, usually a cut area on a sheeted label. Also called a peel tab and tear tab.
Punched Out Labels    Anvil cut or sheeted labels.
PVC   inyl; polyvinyl chloride.
Quality  Those characteristics of a product that allow: 1) manufacture at a given cost-value relationship, 2) uniformity to meet parameters of customer specifications, 3) caliber of competitive performance.
Quality Control   A system of inspections and/or tests instituted at various stages of production in manufacturing or printing to ensure that the
end product will meet pre-determined standards of quality.
Quick Stick   The property of a pressure sensitive adhesive which allows it to adhere to a surface under light pressure. Also, a measure
of the bond strength right after application; quick tack, quick adhesion.
Quiet Area   See Clear Area.
Rate of Set   The time required for an adhesive, under a specific set of conditions, to arrive at a fiber tearing bond.
Reactive Diluent   A liquid used to reduce the viscosity or tack of an ink. The diluent becomes an integral part of the polymer which forms
when the ink is cured.
Read Area    A term used to refer to the scan path or scan area.
Ream   Five hundred sheets of paper.
Ream Weight    The amount which one ream of paper weighs.
Recycle    Process for reuse.
Reducers   In printing inks, varnishes, solvents, oily or greasy compounds used to reduce the body and/or viscosity for printing.
Reel   A finished roll of labels.
Reflectance   The amount of light returned from an illuminated surface.
Reflective Art   Art which must be photographed by the light reflected from its surface.

The Week in Copiers Fifteen Years Ago The Last Week October 2005

I wrote this back in 2005 "The Death of the Copier Salesperson". Yup it's been 15 years and most of us are still here.  Seems not much has changed when you look at the selling part of the job.  Of course technology always changes, however there is never anything new about selling.

Enjoy our threads from 15 years ago this week.

Can you remember what was hot from ten years ago.  I can't, but I do keep a journal of every account that did not purchase from me over the years.  If you ask why would you do something like that?  It's simple soon or later they will need to lease or purchase again, in addition you know the players and most likely the reason why you lost the first time.

Enjoy these awesome threads from 10 years ago this week.

COVID19 Remote Working Day One Hundred and Fifty-Six of Selling Copiers

Monday sometimes the best and worst day of the week. I'm in the camp of "I Don't Like Mondays", because I truly love my weekends and anytime off is a good time.  However today was a Monday unlike many other Mondays and that's because I was sick as a dog last night.  Not the COVID but more or less a 24 hour bug that was horrid. It was about 3AM on Monday went I finally drifted off.

Yes, I woke up late and yes I had a surprise in my email.  At 12:26AM I had the order docs sent to me for the net new wide format opportunity. That was the opportunity that's drifted in and out of the weeds for the last six weeks.  I was elated that the opportunity finally came to fruition, and a little bummed because today was the first day of the new month for me.  Never the less a nice way to start the month and the day. Today it seems I'm liking Monday just a little bit better than some of the other Mondays.

Friday Last Week

Late Friday I had also received a verbal from an existing account for a small A4 MFP.  That client stated to send them on Monday which I just did about an hour ago.  Later in the day today another wide format MFP moved a little bit closer to becoming an order.  Not a lot of revenue but at this time of the year all revenue is good. My focus is to drive revenue and gather as many opportunities as possible with the next 43 selling days.

The Appointment

As I stated I liked this Monday just because it was busy from start to finish. I had a call from another net new prospect to review their needs for an addition MFP in their office.  Rather than quoting one I offered up two different MFP's that would meet their needs. It's not that I don't enjoy all of my appointments but the one from today was especially satisfying because the two of carried a fun and business conversation for at least an hour.  Ya I know these are the appointments that you feel great about and then nothing ever happens.  Not saying it won't but over the years those great conversations usually means nothing more that an appointment. In any event I logged at a net new opportunity for about $8K. Follow up is already scheduled for later this week.

It's All About Time Management

Otherwise with submitting the one order from last night, sending docs to my existing client for the A4 MFP and then getting the quote out for the net new prospect.  There wasn't much time left for prospecting or whittling down my to do list for today.   

I feel fortunate that our month closes on the 23rd because that means in the month of November will close the day before Thanksgiving. In addition the same hold true for December since we'll close the day before Christmas Eve.  Frak, never thought I'd be writing these blogs with the mention of Thanksgiving and Christmas.  Oh, BTW our Emergency Order was extended for another 30 days.  Not sure if I mentioned that in my last blog.

Selling Days

I write a lot about selling days because all of our months are not equal. Some are short and some are long and that all depends on where the Holidays fall.  November will equal 21 selling days.  With Thanksgiving and Black Friday falling in my fiscal December.  December is even less at 20 days.  You may ask what all of this means?  It means you have to keep your nose to the grindstone in order to make it happen.  Winner make things Happen, Losers are just losers. I hate being a loser.

Not a bad day for the first day of the month.  My funnel is kind of light for the next two months. But it's never stopped me from not working.  Every one get out and VOTE, there is no excuse.  If you want a good business economy you know who to VOTE for.

-=Good Selling=-

Will Konica, Follow Ricoh's 2017 Strategy? Are Dealers Preparing for Massive Consolidation?

As the Document Imaging Channel's end-users continue to avoid printing, the industry's OEMs plan the path forward. Nothing like an evolutionary event to bring the need for bold leadership. OEMs are normally 5-7 years ahead in their business strategies. We have all heard the saying, "You can't turn an ocean liner on a dime." Unfortunately, most of the OEM's aspirations determined 5 years ago are now completely out of alignment with today's new realities.

Back in 2012-2015, the OEMs were building their models for the year 2020. I think about all the meetings where the glories of production and industrial print's future were laid out. How many meetings regarding the shift into IT services or other diversifications were attended? How many hours were spent coming up with new gimmicks to splatter on A3 devices? The OEMs are quickly discovering many good intentions are now questionable. 

So, the question now is, what goes and what stays?

The industry's dealers represent many manufacturers in this article; I wanted to discuss Konica because of its massive direct footprint and share my thoughts on how Konica may take a page from Ricoh's book. Or, will Xerox look to Konica, I will also discuss some things dealers should consider as they prepare for coming probabilities.

Here's the question many Konica dealers must be asking. Will Konica sell its direct operations as we saw Ricoh do in 2017? I am in the camp that believes that it is a solid possibility.

If Konica remains tomorrow as yesterday, they will struggle under the cost to deliver in their current model profitably. As Ricoh already determined, being a manufacturer and selling directly to the SMB customers was too expensive. So, now as the entire industry understands, the volumes are not coming back and will decrease going forward much faster than pre-virus thinking so, what will the Industry's actors do?

Konica has spent the last decade plus buying dealers and diversifying into IT services through their acquisitions in that space with All Covered and others. Konica even went as far as buying the ERP FORZA; a SAP Business One ERP designed for the Document Imaging Channel. However, the question will be, can those diversifications function with enough profitability on their own without the life-support of the core print deliverable?

The other question is, if these diversifications can't survive on their own, or if Konica does sell to say, Xerox, as I suggested in an "End Of The Day With Ray!" Episode. What would Xerox eliminate to reign in cost? Regardless of who might be a buyer of Konica print and their IT Services business All Covered, most would agree to sell an ERP to dealers would more than likely be on the shortlist to go. A question is, should those few dealers on the FORZA platform prepare for new ownership?

As all the manufacturers are looking towards the future, there will be painful decisions. Many will be addressing ways to align revenues and profits, and as the OEMs make necessary adjustments, their dealers must prepare for what could be coming.  

As I continue suggesting, the coming consolidation will be about shedding costs and redefining distribution to align with market realities.

The why Xerox and Konica coming together could be an awesome opportunity for both entities is about consolidation. Xerox and Konica in both Europe and the Americas have so much redundant footprint that the cost savings would be enormous as they consolidated that footprint. There obviously would also be a great opportunity to lower human capital costs.

Xerox needs a manufacturer, and Konica gives them that. Xerox has proven themselves to be bold; they have a leadership team that has the ability to make the needed tough decisions regarding cost alignment, as we all witnessed in 2019 with their restructuring of Global Imaging. The coming consolidation will not be easy and will not be about past alliances it will be about creating relevant alliances.

In the next couple of years, the industry will witness many challenges and changes. The manufacturers and the dealers who represent them must prepare and modify as needed to ensure they continue in profitable relevance. The days of robbing Peter to pay Paul because diversifications are not profitable are ending quickly.

In 2017 Ricoh made some tough decisions, and in 2020 all the OEMs will face the toughest decisions of the last 4 decades. So, as the Manufactures plan for 2025, some are planning their exit, and some are planning their consolidation strategy. Those planning more of the same or believe they will push forward their plans from 2012 or 2015 post-pandemic should instead sellout over a disastrous falling-out.

The future for the OEMs was being outlined before this pandemic. The decisions the OEMs made pre-virus may prove bad or good. However, moving forward will take boldness and the ability to understand without prejudice the impacts this evolutionary event had on the end-users they and their dealers serve.

Something all leaders must face is this. It's easy to buy someone; the hard part aligns profitably with what you bought, which takes bold leadership. The document imaging channel and its OEMs have been investing in many redundancies; it's time to align those investments to maximize profits, and that will again take bold leadership and painful decisions.

Many in the industry were critical of Xerox as it consolidated in 2019. As the industry advances to the future, its success will be determined by how successful all the channel's actors can realign cost and prepare for the impacts of a major consolidation coming.

As manufactures either sell out or realign their go to market approaches. The dealers who represent them will all be evaluated, and through that evaluation, some dealers will not make the cut; also, the larger dealers will gain greater influence with manufacturers, thereby pressuring them to eliminate smaller dealers in their marketplaces in efforts to align supply and demand.

Dealers must prepare for what's coming. Here are a few of my suggestions:

1. Build relationships with wholesale distributors, regardless of a dealer size; understanding what organizations such as Tech Data or CDW can bring to your capabilities is important. It is also important to understand the alternatives for parts and supplies.
2. Build e-commerce platforms and hire both employees and consultants who understand pull-economy processes, and look to possibly merge with aligning vertices.
3. Evaluating your entire MIF (Machines In Field), those dealers who have the facts regarding their end-user personas' and understand all the details backed by data regarding the profitability of all deliverable categories. Will be in a much better position to either fire a manufacturer or leverage this detailed knowledge to obtain a new manufacturer. For, example instead of looking at A3 placements being replaced by another A3. Look at how many A3s could actually be replaced with A4, and that information may very well excite an A4 manufacturer to help you replace them. There are many examples of what could result if dealers intimately understood their data and were open-minded enough to inject that knowledge into a different mind-set. 
4. Dealers must understand what outcomes their customers are achieving and stop focusing on outdated A3 strategies, as 5 year leases, and premature buy-outs. This will take an A4 business model, and that model will surface as dealers' study all the data of their A3 MIFs.
5. It is time to look in different places, and those places will be discovered if dealers start their search at their end-users. Keeping in mind searching for what you want to find is easy. However, searching for the unknown takes the ability to put aside all prejudices of what you think you knew.

There are obviously many things the dealers in the industry must do to prepare for what's coming. My hope for this article is to spark thought on all dealers' processes regardless of the manufacturers' they represent. Dealers must imagine what could be in preparation for what everyone knows is coming.

Massive consolidation and channel realignments.

Currently, all the manufacturers have plans, and my scenarios with Konica or other scenarios I have painted in the past are merely what I see as probable. My friends, I strongly recommend you also take the time to prepare and imagine because we all know that today imagined possibilities become probable and quicker to reality than any time in history.

I understand the loyalty dealers have to manufacturers; however, all dealer's first loyalty must be to their business model designed for their customers. Remembering all the manufacturers you represent will always put their business success ahead of any outdated emotional ties, as all businesses must.

This new era of our industry will put many pressures on past relationships and loyalties, and as with all evolutionary events, the coming changes will be challenging. However, these challenges will also be extremely opportunistic for those looking for opportunities. Those who look to keep the past alive will find themselves surprised when the past is no longer there to comfort them.

"Status quo is the killer of all that will be invented."

Ray Stasieczko

CEO/Founder TEASRA,The Innovation Channel and Host of The End of The Day With Ray! https://www.endofthedaywithray.com/

The Week in Copiers Five Years Ago The Last Week October 2015

Way back when in 1986 I went into business for myself at the ripe age of 29.  I had been selling copiers for a Minolta dealer in central New Jersey since 1981. The reason for starting my own dealership was simple. The dealer I worked for was about to go belly up.  Probably the best thing I ever did.  You can read that blog here

Enjoy these cool threads from 5 years ago this week!

"There comes a time in your life where you're called to not only reinvent yourself but to rebuild your spirit. It's so relevant today."

Wilmer Valderrama

The sales world has changed. There have been rapid changes with technology during these troublesome and turbulent times.

The seismic shifts have been dynamic, widespread and the impact has been immense.

"Technology may be able to replace routine tasks, but I promise your clients still want to do business with a real live human being."

For all the sales leaders out there... the time is now to get real with yourselves and your team. You must guide your team to adapt, adopt and adjust to the circumstances of today.

You might be saying, "Yeah, yeah.... I know" so, I would encourage you to let these quotes from Charles Darwin sink in for a moment...

“It is not the strongest or the most intelligent who will survive but those who can best manage change.”

“The law of evolution is that the strongest survives! Yes, and the strongest, in the existence of any social species, are those who are most social."

Carefully think about this...

Let's say there are 10 companies in your marketplace, all of them provide similar services, solutions and products to that of your company...

• What makes your salespeople different?
• What makes your salespeople standout?
• What makes your salespeople relevant?

Relevance. Everybody wants to be and remain relevant.

Merriam-Webster Dictionary defines “relevant” as: having direct bearing on the matter at hand; pertinent. Conversely, “irrelevant” means: not relating or pertinent to the matter at hand; not important.

"If your customer base is aging with you, then eventually you are going to become obsolete or irrelevant. You need to be constantly figuring out who are your new customers and what are you doing to stay forever young."

Jeff Bezos

I am concerned that mediocrity within the sales world is at an all-time high. Average salespeople are a dime a dozen. Conversely, original, creative thinking sales professionals are harder to find.

Sales leaders, I guarantee your clients want to work with a professional who can generate ideas, bring insight and educate them to business betterment.

I am a bit curious...

When was the last time someone on your team ask one of their clients what they expect from THEM?

NO TIME FOR BEING CLUELESS

The time is now for all those in sales leadership to rise-up, take action and take control.

Three-quarters of people who work in sales simply cannot execute, according to Kurlan & Associates.

“For lack of a better word, they suck,” says Dennis Connelly, vice president of business development at Kurlan & Associates.

6% of salespeople are “elites” who are great at selling. Another 20% are doing well but could do better. Then there are 74% who are failing. Most of the people in the 74% bracket can improve if they get training. But the bottom 25% are hopeless, because in addition to being ineffective, they aren’t trainable. Those people “should be doing something else.”- Kurlan & Associates

SALES LEADERS MUST GET REAL WITH THEMSELVES

What sets your team apart? Why should people choose your team? Or learn from them? Or listen to them? Or do business with them? Or even have a conversation with them?

Are your salespeople truly exceptional? If you answered yes, WHY do you think so?

What do they specifically bring to the business table that makes them stand out from the rest of the sales wolf pack?

I encourage you to look in the mirror, think about your team and then ask yourself...

• Is my team making a difference?
• Is my team going the extra mile for our clients?
• Is my team serving others?
• Is my team developing a deep, genuine concern for our clients?

Tough questions, aren't they? Which ones do you feel your team could improve upon?

Are your salespeople traveling on the highway of relevancy?

RELEVANCY IS REAL

What are you and your salespeople doing to become RELEVANT? Now think about this through your client's eyes. This may hurt if you're honest with yourself.

Each individual on your team is unique and different.

My question you...

Why do many on your team walk, talk and act the same? Becoming relevant just might be the key to sales success.

In this highly competitive digitally driven business environment, it is mission critical to stay relevant, competitive, marketable and yes, desirable.

"Truth is in the eye of the beholder"

Relatable and relevant... How well do you think this applies to your team as they are building meaningful relationships with their clients?

Here's the stone-cold truth... many in sales wrap themselves up with self-delusional thoughts regarding how much their clients love them.

I would ask them to walk in their shoes and think about the pressures they're under. Imagine what they’re feeling. Empathize with them and help!

Now ask yourself... just how relevant are the members of my team?

RELATABILITY IS REAL

We as human beings want to be heard, we want to know that we matter, and we just want to be loved (or even just liked). When we feel accepted, we perform better, we become a bit more relaxed and we don't come across as being insecure.

I believe being relatable will allow your salespeople to stand out from the competition. I believe your clients are waiting for your salespeople to show them who they really are and to share their story.

When you’re relatable, it’s easy to spark a conversation.

Your team must be present in their client relationships. They must make their clients feel like they're the only thing that matters. They must speak from their heart.

Unfortunately, many of your clients smell insincerity the minute your salespeople open their mouth. The odors of commission breath are written all over their conversations.

Have your salespeople open up and share the human side and their story. Watch how fast they start to connect.

NO EMPTY SUITS, BECOME RELEVANT

What makes your salespeople relevant and relatable?

I would encourage your team to start having business conversations with your client's by offering a compelling vision of the future and how they can prepare for them for it.

I would encourage your team to bring a vision cemented in a deep understanding of the trends shaping the market, industry challenges and how this help transform their company.

In today's business climate, there is no room for empty suits. A true empty suit is a business suit of clothing without a person in it who really doesn’t know what they bring to the marketplace or their clients.

How well are salespeople demonstrating competence?

An executive appearance, presence and attitude may open business doors of opportunity, however; without competence and substance things can quickly dissipate.

As the leader of your sales team, I strongly encourage you to have your salespeople remove their client's mask of uncertainty. Show them a complete understanding of their business and how they can help them allocate their resources in a way that will help them achieve results faster now and into the future.

Connecting and relating keep your salespeople cruising in the fast lane of relevancy.

Relevancy is not an option

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.

COVID19 Remote Working Day One Hundred and Fifty-Five of Selling Copiers

Yesterday marked my 154th day of working remote in NJ.  That 154th day means that it's be seven months since I was optioned to working remote. Of course today is 155 and I'm sure we'll make it to eight months.  Who would have ever thought that everything we do would chance in an instant back in March?

Today in New Jersey the State reported 1,139 cases just a mere three weeks ago we were average about 550 each day.  For the past ten days the average has been over 1,000 cases per day.  Some say it's due to more testing, some are claiming the second wave is upon us.

I say damn the torpedo's and full speed ahead to the end of the fiscal year.

There is still business out there (maybe not as much as there was) but it's out there to be had.  With one order from today and one that I expect to get over the weekend mentioning Section 179 helped with both of these.  One of my clients already had that in mind when he purchased a color wide format device.  It was nice to get that order just a few minutes ago.

I'm also excited about our sales team.  Today was the last day of the month for October.  We have until 8AM on Monday to turn in orders in there's a shot that we could write almost $1M for the month!  One of our managers just chimed in with "I can’t say enough about the dedication, effort and more importantly... the resolve of this team."  Yup I agree the fire burns strong in our team.

I believe I mentioned in Wednesday nights blog that I signed an order with an existing client for $12.4K.  I also had a verbal from a net new (Tuesday) where I thought I would have the signed documents that day.  This is the same net new that I thought would send the documents three weeks ago.  On the Wednesday phone call I thought we had it ironed out.  Wednesday and Thursday my two calls and two emails went unanswered along with a text message.  By this morning I wasn't sure what was going on.  If you don't get a response of course we always tend to think the worst. 

I had to do something. Waiting for things to happen is not for me. I make things happen.  Thus this at AM I sent the email below to the net new client.

"I apologize for not communicating correctly with you.  It was my understanding that we had an agreement in place for the lease of the Ricoh wide format and that you would sign the documents and email them back to me on Wednesday.  I now understand that I may have missed something when we spoke on Wednesday and I do sincerely apologize for that."

My thought process was to apologize for assuming the order was a done deal.  I thought maybe this will result in a return email with the order or when I call again I would get that person on the phone and work through the objection.

While on my way home from an wide format installation today I called the client.  I was expecting another to leave a message, however the client picked up and apologized to me.  My client had many other projects that he had to bring to fruition and told me that he is moving forward with the order and would have them to me on Monday or over the weekend.  I responded with "that would be great if you could get them to me over the weekend and it would mean a lot to me."  Thus I'm pretty sure that this will happen because I've had some weekend correspondence with him. I'll keep my fingers crossed.

So with today's small $5K order I'm somewhere north of $75K for the month. If I get this order over the weekend I can push to $85K.  At that point I'll have missed my forecast by only $7K. I'm okay with that because of the conditions.  For years and year I mention "conditions" and what it means for me is that sometimes no matter how hard you work you have no control on what goes on around you.  **** just happens.

On Monday I realize that I will only be as good as my last month.  The struggle is real and it continues for at lease another couple of months.

-=Good Selling=-