The MFP Solutions Blog Links

Most salespeople face the same persistent challenge: Their prospects lack urgency. There are a number of strategies -- both successful and unsuccessful -- reps use to overcome this inertia. Often, they end up offering huge discounts with expiration dates. While this technique might result in a sale, the company’s margins and the rep’s commission bonus both take a hit. Plus, once other potential customers learn the business’s salespeople are willing to discount heavily, it's difficult to sell...Read More...
The 4 Cultural Pillars All Awesome Offices Should Know About By Lynn Strocen, Sep 19, 2017 11:00:22 AM One of the things I get asked the most often about my job is, “Do you guys ever work there?” If you scroll through our Facebook page or have the opportunity to talk to a Print Auditite, you will likely learn about the crazy (sometimes outrageous) things we do both inside and outside of the office. We’ve pranked people’s desks while they were on vacation, tried out luge for a team building...Read More...

3 Sales Traps and How To Avoid Them

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3 Sales Traps and How To Avoid Them By West McDonald, Sep 12, 2017 12:51:36 PM Some of you reading this have probably been in sales longer than I’ve been alive. If that’s the case, some of you are really, really old! ;) Some of you reading this could be new to a career in selling and looking for ways to increase your wins. Either way, you are lucky enough to be in one of the most incredible careers you could have hoped for. No 2 days will be the same, the money can be phenomenal, and you’re...Read More...
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The One That Didn’t Get Away: 6 Fishing Secrets To Energize Your Business By West McDonald, Sep 6, 2017 12:32:11 PM As I write this morning I can hear the waves crashing in on the shore just outside of my window. The winds have kicked up and the water is looking quite lively. I’m a little bummed out this morning as all my guests have gone back to their respective homes and the house is a little quiet. I’m sure a lot of you reading this have the same feeling as the kids go back to school and...Read More...
Why Confidence is Essential to Sales Success By Charles Rodney, Aug 29, 2017 11:21:31 AM About a year ago my 11 year old daughter (at that time 10) asked me “why am I a salesman?” I told her “because when you are a salesperson, you control the money you make!” She looked confused so I rephrased it. “If you want to make more money you just have to work harder.” You determine how much money you make, not your boss or employer. She then asked the tough question as most kids do: “What do you...Read More...
If you’ve read enough of our articles, or lots of other articles about sales , then you know that listening to your customers is one of the most important skills that a salesperson can have. Listening allows the prospect to talk about their needs and reveal a path to win their business. But listening doesn’t come easy for everyone, and getting the customer to open up and talk can itself be a challenge. Here some tips to help customers open up and start talking, and to help you listen and...Read More...
Quora has roughly 200 million monthly users worldwide -- almost double the number of users they had during the same time last year. That’s a lot of people, and a lot of prospecting potential. So what is Quora? Quora is a Q&A platform where users post questions and source answers from other community members. Good answers get “upvotes” that give them more visibility and authority. Sound a lot like Reddit? There are some important differences that make Quora more attractive for...Read More...
When I first started selling, I'd experience the following scenario all the time: I'd leave a meeting thinking I nailed it -- only for the prospect to go dark after my attempts to follow up. What the heck was I doing wrong? It turns out that in many cases, I stopped hearing back because the prospect hadn’t bought into making a change to solve their business pain. They'd bought into having pain and were even sold on my solution, but they hadn’t taken the crucial last step of deciding to...Read More...
Seat Based Billing Is Here To Stay. Why Ignoring It Could Be Disastrous. By James Hills, Aug 22, 2017 10:36:21 AM Seat Based Billing is here to stay. How do I know? It’s because it’s all our customers and prospects want to talk about. It has become the number one topic my sales guys end up talking about, so we go with the flow and use it to open doors, and boy oh boy, does it ever do that. The reason? There are two like it or not facts that are affecting every single office equipment dealer...Read More...

10 Reasons Why Salespeople Fail

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Making a lot of money in sales isn’t easy, even when you use a personal sales assistant like Spiro . If it was then everyone would be doing it. Not everyone can handle the pressures of the job, and many of those who give it a shot end up quickly leaving with their tail between their legs. So why do some people thrive in sales jobs while others go down in flames? Here are the ten main reasons why some salespeople fail: 1. Not listening enough Being a good listener is probably the most...Read More...
If you've been in sales or marketing for any amount of time, you've likely heard the phrase "Sell the sizzle, not the steak." But what does it really mean? Here's an example of selling the steak vs. the sizzle: Steak : "This is a gadget. It contains feature X and feature Y. It is A by B square feet, and comes in five colors." Sizzle : "Want more revenue, increased customer satisfaction, and easier transactions? This gadget can help you achieve all three of these goals." Which sales rep would...Read More...
Susie Gharib 1:41 PM ET For most of its 111-year history, Xerox has been known as one of the tech industry’s most innovative companies. Now the legendary copier company is reinventing itself. In January, Xerox made the bold decision to split itself into two, spinning off its business services operations into a separate company called Conduent. And Jeffrey Jacobson, a Xerox tech executive, was tapped as Xerox’s new CEO. Speaking with Fortune’ s Susie Gharib, Jacobson says Xerox is still “one...Read More...
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An Ethical Approach to Fear-Based Sales

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Fear is universal for humans. Business is no different -- fear of loss, fear of missing out, fear of competitors leaving us flat in the dust. This is why employing fear is one of the most effective sales tactics you can ever use. Why? We’re chemically wired to react to fear at a primal level. Whether someone’s putting a knife to our neck or you’re falling short on your sales numbers this quarter , your brain will start pumping chemicals throughout your body to create a fight-or-flight...Read More...
I don’t know about you, but I’m sick of bad emails from salespeople . I am sick and tired of receiving unsolicited, uncustomized, long-winded, self-promotional emails from lazy salespeople. While I could write a complete book series with a slew of bad examples, I received a particularly irritating one the other day that sent me over the edge. I responded to the salesperson just to tell him how bad it was. This brand new sales development rep defended himself in a back-and-forth email...Read More...
Want to Grow Your Office Equipment Business? You'd Better Start Liking Frogs By West McDonald, Aug 10, 2017 7:30:00 AM I just got back from a week off. I wish I could tell you that I was on some grand adventure filled with excitement and unforgettable vistas, but alas, not the case. I was home doing some renovations. Our upstairs bathroom was in desperate need of a do over and instead of hiring somebody to do it I thought I would tackle it myself. I should state for the record that I’m not...Read More...
It’s never fun to give up on a sale. After all, a deal you take out of your pipeline represents a loss of what could have been -- an additional customer, extra money in your paycheck, and moving closer to meeting quota. But as much as it sucks to mark a deal as closed-lost, it’s even worse to let one languish in your pipeline indefinitely. Because leaving a deal that will realistically never close in your forecast artificially raises your projections and makes them less accurate. If you have...Read More...
7 Wilderness Survival Tips That Work In Business Too By West McDonald, Jul 24, 2017 10:10:53 AM I’m back from a week long interior kayak adventure. By “interior” I mean there are no roads where I went and zero cell phone coverage. The middle of nowhere. Off the grid. No man’s land. Out there. Perfect! This trip was on the incredible French River just off Georgian Bay in Ontario, Canada. For those not familiar with the Canadian Shield region, it is a place of great beauty to be admired and...Read More...

A Dog's Life

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A Dog's Life By Marty Carson, Jul 20, 2017 9:06:28 AM As any dog owner knows, losing your faithful companin is not an easy thing. Our house just went through that with the loss of our family pet, Jagger. Of course we were all overflowing with emotions and sorrow but after a few weeks passed I started thinking about all the positive stuff...It’s the way I’m wired. Read more »Read More...
It can be difficult to "adult" in the summertime, which means productivity could slip at companies whether it's a slow period for them or not. Udemy Instructor Lawrence Miller , who has been consulting, writing and speaking about business organization and culture since the 1970s, provides tips for your workplace during these months: Balancing Motivation and Time-off As the owner of a consulting firm with highly motivated consultants, one of our most serious problems was convincing our...Read More...

5 Ways to Take Control of Your Sales Call

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Watching a salesperson take control of a sales call is a beautiful thing. By the time it ends, they’ve gotten the answers they need, delivered the information they wanted to, and locked in the next steps. The prospect, meanwhile, gets to relax knowing they’re dealing with a competent, knowledgeable salesperson. Their level of trust in the process and by association, the product, skyrockets. Everyone wins. To run an airtight meeting, here are my five suggestions. Read the rest hereRead More...
“The right thing at the wrong time is the wrong thing.” - Joshua Harris Have you ever called a lead on a Tuesday morning and heard nothing, but tried that same lead two days later and they responded back almost immediately? That’s not luck -- there’s some science behind why this happened. According to research from James Oldroyd and InsideSales.com , effectively reaching out to prospects comes down to one thing: timing. For example, did you know 4 to 5 p.m. had a 164% better connection rate...Read More...
Six months into its financial crisis, Toshiba is shaping up as the Sistine Chapel of corporate catastrophes: you have to lie on your back to appreciate its scale, and once you get your eye in, the beauty is mesmerising.It is also a picture that, to committed contrarians and true believers in corporate governance reform, whispers “buy Japan”. At the very least, Toshiba stands to give the Tokyo stock market a new note from which everything else will in future be tuned.Toshiba’s mess is...Read More...
What the heck is a Customer Success Manager? By Paul Giorgi, Jun 28, 2017 10:31:31 AM “ Customer Success Manager. ” Sounds like some sort of discount store greeter on steroids doesn’t it? Sometime earlier this decade, software companies decided to move toward Software as a Service (SaaS) where you paid a recurring set fee to access their software. Think of Spotify, Netflix and other subscription services that you pay for. As the SaaS trend moved to more complex applications and more business...Read More...
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How to Close a Sale in 5 Steps

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Sales is definitely part science, but it's not rocket science. If reps adopt effective processes, it becomes much easier to prospect, qualify, and sign new buyers. Closing sometimes seems like the most mysterious of all sales activities. Some reps are great at knowing intuitively how to close a sale, and others ... not so much. With a solid procedure, you don't need good instincts to close effectively (although they'll still come in handy, of course). This infographic from Refresh (acquired...Read More...
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