My rule #1 when I was selling copiers:
I started by Asking the Right Questions AND Completing a Document Management Questionnaire.
The copier and MFP has a competitive advantage over other devices, however, technology itself does not sell as effectively as a solution. I keep the discussion focused on the solution of electronic filing, its quantifiable benefits, and how the customer could use it in their office environment. By focusing on a user’s problem and solution I found it be much simpler to get their buy-in and close a bundled hardware and software sale.
By focusing on an electronic filing solution I was better able to reduce or even eliminate the frustrating battle of competing with lower-cost scanning device alternatives. I detailed the unique ROI available with an electronic filing solution. Again and again I found that solution selling minimized the need to discount my copier or MFP while opening the opportunity to sell additional hardware and software.
Lock In Your Customer by Offering Value-Added Benefit and Sell More Copiers. (Contact us at Info@VircoSoft.com or (703) 385-0101 to receive our field-tested "Guide To Solution Selling").