Tagged With "sales"

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Objections & Closing Tips

Art Post ·
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Re: If I Were King of My Sales Department

tonyl ·
I am out of the office until 09/01/2014. I will respond to your message when I return. Note: This is an automated response to your message "Post By Art Post: If I Were King of My Sales Department" sent on 8/27/2014 12:21:48 AM. This is the only notification you will receive while this person is away.
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Re: If I Were King of My Sales Department

Larry Kirsch ·
Salesman vs. sales manager? Benefits and shortcomings of both.. Interesting exercise..
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Re: If I Were King of My Sales Department

Art Post ·
Larry Thanx for the comment, hope you are doing well! Am I going to see you again this year at the Canatta Dinner?
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Re: If I Were King of My Sales Department

BCarroll ·
Great post! 11. Assign a rep a topic (round robin) to present at the next weekly sales meeting. Rules- show the team a new selling feature / function / solution, present it as you would to a client, and keep it short ( 5 minutes max) & sweet. After presenting, stand and receive constructive criticism from the rest of the team. Keep it fun and informative- but don't take it the task lightly. This will improve product knowledge, research skills, and presentation skills.
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Re: If I Were King of My Sales Department

Larry Kirsch ·
Hope so. Planning on being there.
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Re: If I Were King of My Sales Department

Art Post ·
I like 11.!! I even like the rules better. Your thread also reminded me to add this. 12. Reps, especially new reps would be in charge of training their customers on how to use the system. At first, they would travel with the solutions engineer or (me) and watch them train the customer on how to print, copy and scan.
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Re: If I Were King of My Sales Department

John Mooney ·
13.) I would ask my reps to tell me something what each ZBA in their 'top 20' actually do as a company. It's astounding how many "I don't know" I tend to hear.
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Re: If I Were King of My Sales Department

Art Post ·
I like 13 too! But what is ZBA?
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Re: Why I Still Cold Call in Person!

jack carroll ·
as usual you are preparing for success and that's just one of the many reasons you are a successful professional
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Re: Why I Still Cold Call in Person!

Salvatore ·
great stuff. have you any tips on hpw to actually approach new clients?
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Re: Why I Still Cold Call in Person!

kathie ·
I ALWAYS cold call in person. No one wants to speak to a disembodied voice on the phone. Sometimes I walk in and find someone I used to work with in the office. SCORE! You just have to get out of the office if you want to make something happen.
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Re: Why I Still Cold Call in Person!

Art Post ·
Originally Posted by Salvatore: great stuff. have you any tips on hpw to actually approach new clients? I do, I will try to post some content over the weekend and give you a few links on this site
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Re: Why I Still Cold Call in Person!

kathie ·
Not so much. It’s such a weird deal, like trying to sell cars door to door. I usually say something like: ‘I was in the building seeing…whoever, and thought I would stop by and introduce myself and the company that I represent. Then I leave them with a flyer that shows a couple of different machines and monthly costs. I never got any training so would appreciate any suggestions that you have, Art.
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Re: Why I Still Cold Call in Person!

Art Post ·
When I cold call in person, I'm after a few things. Usually I do not bring a brochure unless I already know who the DM is. Here's what I want when I get in: The name of the DM for Office Technology The name of the gatekeeper When the DM maybe available or best time to call Does the DM have an assistant that will schedule appointments, if so what is the name of the assistant I also want to get a good look around, make mental notes of any hardware that I see. My old boss used to ask to use the...
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Re: Why I Still Cold Call in Person!

kathie ·
OH, I’m Miss Eagle Eye when I go anywhere!! The other local dealer lost his partnership with Ricoh (he was selling Kyoceras instead) so I am always looking for his customers to touch base with too. Sounds like you are in a much larger market than I am. Rarely, do I find even an in-house IT person much less someone who is in charge of Office technology. All the larger companies here are branch offices and decisions are not made locally. My FIRST question is always are you a local company?
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Re: Why I Still Cold Call in Person!

Old Glory ·
I too am in non metro area and there is a lot of oil and gas here that are not headquartered here so I understand why you ask if they are a local company. However, you are making a huge mistake if you assume that just because they are not local, that they have no control or influence over the equipment they get. There are a whole host of companies that don't wish to get involved with the purchasing decisions of their outlying branches, especially if they only have a handful. You still need...
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Re: Why I Still Cold Call in Person!

kathie ·
Oh, I do.. . That’s funny you say, ‘Does the copier just show up?’ Because I hear that a lot and that’s exactly what happens. My questions are a little more involved but I didn’t want to type all of that out. Even the little oilfield services places have HQ’s somewhere else and they go directly to the Ricoh Corp. I don’t say, ‘Is the decision-maker here’, exactly, but I do get to that answer. FedEx, Wells Fargo, Conoco-Phillips, to name a few of our Nationals, don’t even know they are...
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Re: Is There Really a "Natural Born Salesperson"?

John Saramak ·
Amen, to the paper boy gig. I actually had one at 11, lied about my age. In addition to my 2 cent per paper profit, and tips, I would offer taking out garbage cans, shoveling, and other services. Kinda like offering solutions, mps, other office products with a better profit margin. Passion, work ethic, and with some creativity it yields a great career in the wonderful world of sales where every day is different.
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Re: Is There Really a "Natural Born Salesperson"?

jswinberlin ·
Seems like everyone was a paper boy in those days. I started when I was 10. Can't believe people acutally waited until 4:00pm during the week to get their news back then (early 80's). Also can't believe they trusted a 10 year old with that much responsibility and that you can't anymore. I guess we've all been in the document management/information management a lot longer than we think. I can still remember the smell of the paper as I rolled them and rubber banded them watching Tom and Jerry...
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Re: Is There Really a "Natural Born Salesperson"?

Art Post ·
js that was awesome! Bringing back the smell of the newspapers! What about the thunder storms that soaked us while we were on the route. I can remember dropping off many soggy papers. I guess us old paperboys make great copier sales people
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Re: 5 Reasons Why Cold Calling is NOT Dead

jswinberlin ·
Art, great article. I was listening to a podcast the other day and they were alluding to the fact that cold calling is dead and social media marketing has replaced it. While I believe both are necessary, there still doesn't seem to be any substitute for face to face contact. You get so much more information! As Frank Betcher puts it in his book "How I Raised Myself From Failure To Success In Selling", if you "act" enthusiastic you will become enthusiastic.
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Re: 5 Reasons Why Cold Calling is NOT Dead

Art Post ·
JS: Thanx for the comment. Yup social media is here to stay, but, it can be so impersonal. Too me, social media marketing is akin to radio, in order for it to have a lasting and dramatic effect. You have to develop a strategy and do it over and over for a long period of time.
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Re: 5 Reasons Why Cold Calling is NOT Dead

Jeff Datkuliak ·
I always enjoy reading short reminders regarding this and always share with our sales team. The key for me is that I enjoy talking to and engaging with new folks. When I stop thinking of selling or "trying to out-talk" someone and focus on how our services can help them improve their business, the exchange is fun!
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Re: 5 Reasons Why Cold Calling is NOT Dead

GCBS ·
This is a good point. The problem with most people cold calling is that they get that "defeatist" attitude when someone is rude to them. Kill them with kindness I say! I always put it like this, if I see a place that I don't know about...I think, well...if I don't go, I don't know! For every 5 people that are rude, there are 10 that are pleasant and willing to talk to you for a few minutes. Keep Up The Grind!
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Re: 5 Reasons Why Cold Calling is NOT Dead

TimB ·
Nice post. Truly, "Attitude is everything". Whenever I get a bit gun-shy about making cold calls (which is more often than not, I confess) and the seeming 'wasted' effort it can feel like, I remember some sage advice my wife (a.k.a Head Cheerleader) gave me one time, which helps: "Honey, remember, you're just looking for the live ones."
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Re: 5 Reasons Why Cold Calling is NOT Dead

Art Post ·
LOL "just looking for the live ones", awesome
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Re: ONE Awesome Way to Seperate Yourself From Other Copier Reps!

Iris ·
Hello Art, Your problem in the start sounds a lot like Buridan’s ass. When faced with options that are too similar many people may decide not to decide at all and starve... And research suggests that if they do decide they may be less satisfied than if they had not seen the competing offers. Dropping all the technical details and focusing on sector expertise is a great idea. Have you pitched this to any of your customers yet?
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Re: ONE Awesome Way to Seperate Yourself From Other Copier Reps!

Larry Kirsch ·
Have been vendor neutral for years. Avoids customer objections and has good control of sales track. Makes process a little easier..
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Re: Ask Art " How Can a Premium P4P Hotel Membership Help With My Sales"

ben bramhall ·
I am out of the office until 17/04/2014. I am out of the office on a customer visit all day today, Wednesday 16th April and will not have chance to reply to your email until Thursday. If your email requires urgent attention please contact Mark Caveney on 01928 599 660 or mark.caveney@ricoh.co.uk . Alternatively, I will reply on my return. Many thanks, Ben. Note: This is an automated response to your message "Post By Art Post: Ask Art " How Can a Premium P4P Hotel Membership H..." sent on...
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Re: A Cool Thing Happened While Away on Presidents Club

Paul Sr ·
Eddy and Sonny This is similar to Sonny’s approach when he was in the field. He would not send out the letters but call and asked the prospect if they had gotten his letter>
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Re: A Cool Thing Happened While Away on Presidents Club

Larry Kirsch ·
Good soft approach . I'll put that in my memory bank. Good Selling.. PS did you see Pres Suite???
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Re: Sales Question: "How Were Sales This Winter"

txeagle24 ·
I know we haven't lost as much time due to snow and ice as the north east, but we have lost a total of about a week this winter. We haven't necessarily closed, but a lot of our clients have. For January & February, I'm at about 150% of my number.
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Re: Sales Question: "How Were Sales This Winter"

Art Post ·
Texas is still booming and so are you! congrats
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Re: Sales Question: "How Were Sales This Winter"

Czech ·
Hey Art, Same as you. Tough winter, but waiting on two sales that will take me to 100%!!
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Re: Sales Question: "How Were Sales This Winter"

Art Post ·
great to know someone else is in the boat!
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Re: Smart Copier Sales Person or Not So Smart with Lost Deals

Wallingford ·
I remember the first copier I sold, it was an Olympia wet process job, and it happened back in the early 70's. I was actually a typewriter salesman at the time, but they wanted a copier as well, and I had to beat the guy from Apeco. Eventually I started in copiers full time, in mid-1976, and the first plain paper machine I sold was a U-Bix 101, which was quite remarkable, because the machine caught on fire during the demonstration. I can't remember what the excuse I gave was, but I got the...
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Re: 10 Awesome Tips for a Great MFP/Copier Demo

SalesServiceGuy ·
Tips #3 and #4. I will try this week! Thanks,
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Re: Selling Copiers and MFPs "Earning Mental Toughness"

Wallingford ·
Well said Art. What I have just read there, is what a lot of us that have been in the business for a long time need to remind ourselves of, if or whenever motivation and the will to succeed begins to ebb, in this mature and ever changing market. I have been selling copiers for 35 years, and what you posted there is spot on, mate !!!
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Re: Selling Copiers and MFPs "Earning Mental Toughness"

Art Post ·
Wallingford: Thank you! Us old bird dogs can still do, it's just that it's getting a little harder and harder to get those birds out of the bush and into the dinner plate. Younger reps need to learn that they can't give up to easily, it's not easy, but who ever stated that going to work every day was a walk in the park!
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Re: Canon imageRunner C203o lease_order docs.pdf

muleyman ·
The peeps didn't even fill out the customer service agreement correctly! Starting meter: $0.0095?!?! GREAT profit though
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Re: 31 Ways to Garner Net New Copier & Managed IT Business #4 of 31

Rick Backus ·
You're right on Art. LinkedIn is becoming a valid generator of leads for my business. 2 qualified ones in the last 30 days or so. You need to be involved constantly just like a website or blog. Activity drives activity.
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Re: Why I Still Cold Call for Copiers after 33 Years

Wallingford ·
Pardon my ignorance, but what is a VITO ?
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Re: Why I Still Cold Call for Copiers after 33 Years

Old Glory ·
Very Important Top Officer It's an alternative to talking about C Level Officers as if they are really approachable. VITO may be a C level person but doesn't have to be. The best book in the world is called Selling to VITO by Parinello
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Re: Why I Still Cold Call for Copiers after 33 Years

Wallingford ·
Thanks....I will check the book out.
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Re: Why I Still Cold Call for Copiers after 33 Years

ArtNicholas ·
Art your comments are great to help remind people of the "Lost Art of Cold Calling" or Gold calling. I was kicked out of the Sears Tower more than once cold calling Laser Printers (yup Laser Printers in the 80s) but uncovered some great deals as well. You've added tips that show how better prepared we can be on cold calls now than back in the day!
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Re: Why I Still Cold Call for Copiers after 33 Years

John Saramak ·
Could agree more to the cold calling as well as the planning and preparation. I can send an intro letter in the mail, but if I take it to the reception desk to personally deliver, chances improve. A planned segment of cold calling/hot knocks along with a few scheduled appts makes for a good day. That cold call is your first impression and make the reception person or initial contact a VITO!
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Re: 31 Ways to Close More Sales (#16 of 31)

Art Post ·
Here's a link to the original story http://www.editinternational.c...php?id=47ddf19823b89
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Re: 8 Tips to Help You Buy or Lease a Copier

Kitz ·
How do we know if our company is listed as a prefered vendor?
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Re: 8 Tips to Help You Buy or Lease a Copier

Art Post ·
Buy having a premium membership
 
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