Tagged With "Selling"

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Re: Selling Copiers in the Seventies with Darrell Leven

Peter Ryan ·
Hi Art, Canon’s “NP” series stood for New Process. I started in the industry in 1985 when Canon released the NP50, NP60 & NP80 liquid copiers. Fun times. Regards Peter Ryan Dealer Principal Mobile 0409 458 065 Email pryan@inlandtechnology.com.au Web inlandtechnology.com.au Tamworth 02 6755 6600 ​Longyard Homemakers, 383 Goonoo Goonoo Rd Tamworth NSW 2340 Disclaimer: The above information is provided “as is” without warranty of any kind. Inland Technology disclaims all warranties, either...
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Re: Selling Copiers in the Seventies with Darrell Leven

Larry Kirsch ·
Fond memories . Nice work
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Re: Selling Copiers in the Seventies with Darrell Leven

Art Post ·
Peter Thanx for the answer. I would have never guessed new process
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Re: Selling Copiers "Dirty Deeds from a NJ Dealer"

Art Post ·
In a recent blog that I released to This Week in Imaging, there was a response from a NJ dealer stating that the company and person I referred for initiating "creative leases" and duping a leasing company for 1.2 million other non profit companies in NJ is the case. Since there has been no official newspaper article or any arrest records, I can't write anything else until I have proof. In a conversation it was stated that this person who is supposedly under investigation is now working with...
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Re: How Well Do You Know Your Print Drivers?

Rick Backus ·
Here's another tidbit for you. Did you also know Ricoh has a driver editor for PCL drivers to set things like access via user codes. You can actually have a popup that asks the PC user for a user code before the print job is sent on to the printer. Sort of a poor man's Equitrac.
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Re: How Well Do You Know Your Print Drivers?

jswinberlin ·
Rick, have you had success with the PCL Editor? I have tried it in the past and it seeemed unstable. I wanted to customize a driver for the pop-up and default to black & white. It worked. However, when I tried to install on mutiple clients it didn't work and it seemed to be user profile specific so if someone else logged onto the computer with their AD credentials it wasn't customized for them.
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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: Selling Copiers "Dirty Deeds from a NJ Dealer"

Czech ·
This happens to me and others in my office on a weekly basis. The market is so competitive in my city. Good job on calling the customer out on it.
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Re: Oh my, when selling copiers door to door was so simple?

Art Post ·
Harry: Awesome!!! Brings back many memories..... "You earned to right to have your own business card after making it past the 6 month employment mark. In the mean time you had to use white out on the reps card who recently left your territory",, yeah I was one of those that inherited someone's old business cards. we didn't even have the white out we just crossed the other persons name off! I can remember one phone blitz where we all had to stand on our chairs and make phone calls, after the...
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Re: Oh my, when selling copiers door to door was so simple?

John Saramak ·
Love all of this. I had to show up first day with a Ford Galaxee wagooooon. I could fit a saving 840 and 765 in the back. Get the toner and liquid dispersant loaded and don't bring em back. Braniwashed and it worked.
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Re: Oh my, when selling copiers door to door was so simple?

Old Glory ·
Schools typically buy in the summer and bought larger equipment. Back then, suits were mandatory...that IBM look. Imagine if you will what a demo was like after you had just unloaded a 300 lb. copier in 100+ degree heat while wearing a suit!!! And I was in Iowa at the time. I can't imagine what Texas was like. Ever had one of those stairmaster carts collapse, dumping that "already sold" copier onto the customer's floor. Yea, me neither. And that pencil sell..."Mr. Prospect, about how many...
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Re: Oh my, when selling copiers door to door was so simple?

Art Post ·
Well, I had dumped an Adler Royal 209 in the middle of the street in Princeton, NJ once and had another copier that was on the gurney come out of the back of my hatch back at a traffic light.
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Re: Oh my, when selling copiers door to door was so simple?

Dutch ·
I lived that life, and remember it fondly, as the good times... Copier reps heard all the best jokes before anyone, and could hold their ground with anyone during happy hour!
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Re: Oh my, when selling copiers door to door was so simple?

Wallingford ·
I had been a pretty successful typewriter salesman, when I first applied for a job with Nashua. So much so my pride and joy was the Mercedes Benz I drove. When told by the Nashua Sales Manager that my Benz was inappropriate, and that I had to have a wagon, I knocked the job back. I soon changed my mind not long after though, when I joined a U-Bix dealership after I realised how much money was being made in the copier industry. We sold a copier called the U-Bix 101, which was a bit of a...
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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: 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: Advice For Starting An Unauthorized Copier Dealership

fisher ·
Create a mutually beneficial relationship with an authorized dealer. They help you. You help them.
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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

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: 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: 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: 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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Frictionless Selling: Don't Sell to People, Collaborate With Them

Art Post ·
If you’re trying to optimize your sales process and empower your sales team to achieve better results, the answer lies in frictionless selling. Simply put, frictionless selling is a way of rethinking sales to effectively reduce friction and create more convenient experiences for both buyers and sellers. In this blog post, we’ll discuss why frictionless selling drives great results, and how you can incorporate this new approach into your sales model . Get Access to Our Free Sales Conversion...
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Why I'm Stoked About Selling Standalone Scanners Again

Art Post ·
For years and years I wanted nothing to do with selling desktop and workgroup scanners. I learned the hardware many years ago that selling desktop and workgroup scanners an exercise in wasting my fraking time. Years ago when I first saw those desktop scanners from Fujitsu I thought they would sell like hotcakes. I thought, I could sell these to everyone that had a desk and processed paper. I had the talk track down, I was able to get the decision makers to buy in, however when it came down...
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Selling Copiers in the Seventies with Ed Mclaughlin

Art Post ·
If you're reading this blog series for the first time you'll notice one of these icons . Clicking that icon will take you the collection of blogs that we've posted with our amazing industry veterans who were selling copiers in the seventies. I believe its important that we not only post these blogs but to also have them archived for our industry. Selling Copiers in the Seventies with Ed Mclaughlin Ed Mclaughlin is Executive Advisor with NEXERA, A BEI Services Company. In addition Ed was also...
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Selling Copiers in the Eighties with Marian Janes

Art Post ·
Marian and I have never met, however it seems we were both selling copiers in New Jersey in the Eighties. We connected on Linkedin about a week ago after I read one of her replies to RJ's comments for "Selling Copiers in the Seventies". While I was hustling copiers in Central Jersey, Marian was doing the same in North Jersey. Selling Copiers in the Eighties with Marian Janes How did you find your way into the copier industry? (feel free to us a story of how that happened) I received a degree...
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Ten Commandments of Selling Copiers

Art Post ·
Ten Commandments of Selling Copiers Thou shall honor thy the client Thou shall always be prospecting Thou shall always be educating the client Remember that if you don’t know the answer to a question, then tell the client you will get back to them Thou shall not tell false truths Thou shall always have a great work ethic Remember that ours is not a 9-5 job Thou shall always be educating thy self Thou shall be a great listener Thou shall always walk and speak with a great attitude Note from...
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Selling Copiers in the Seventies with Rich Sissen

Art Post ·
If you're reading this blog series for the first time you'll notice one of these icons . Clicking that icon will take you the collection of blogs that we've posted with our amazing industry veterans who were selling copiers in the seventies. I believe its important that we not only post these blogs but to also have them archived for our industry. Rich Sissen is President and Owner of Sissen and Associates. We met via email and had a couple of phone conversations about our early copiers days.
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A Great Tip for "Why Referrals Still Matter"

Art Post ·
Wrote this many years ago when I first started writing, I clean up a few things and added a few things to keep the blog current.    Clients are more skeptical than ever. How do you win the sale when your prospect knows nothing about you,...
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Stop Selling Products and Start Building Bridges

darrell_amy ·
Sales reps want to sell products. Sales managers want the collateral to talk about products. Dealer owners want their websites to feature products.   Here's the problem : prospects don't want to buy products , they want their problems solved....
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When Did Selling Three Copiers a Month Become Acceptable?

Art Post ·
Just because you're at work, does that mean you're working? Over my many years in the copier business I've seen many copier sales people come to work, and I guess that's sort of an accomplishment because they at least they showed up. I've also encountered many sales people who don't know how to work. I'm thinking their comprehension of work, is that they showed up, they made a few calls, knocked on a few doors, took a late lunch and then knocked on a few more doors close to home. These sales...
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Why I Am Now a Social Selling Believer

Art Post ·
Why I Am Now a Social Selling Believer by Print Audit Last week I had the pleasure to spend my time with Larry Levine and Darrell Amy in Phoenix, Arizona and San Francisco, California at the Copier Sales Social Sales Academy Roadshow. They have taken a bunch of sales reps, sales managers, VP’s and owners of copier dealerships through a course on getting the most out of LinkedIn. Read more of this post
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4 Negotiation Tactics That Straight-Up Suck

Art Post ·
Negotiation is sometimes thought of as a competition between two opposing parties -- a process that’s not entirely antagonistic, but also couldn’t exactly be called collaborative. This mindset is particularly understandable -- and dangerous -- in sales. During a tough month or quarter, it’s all too easy to slip into the mindset that your buyer is just a roadblock to hitting your quota, and that attitude lends itself to a combative approach to negotiation. read more here
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5 Productivity Systems Perfect for Salespeople

Art Post ·
Productivity hacks are great -- after all, make one small change and you can recover days or even weeks of lost time. But sometimes one quick fix isn’t enough. You need an entire system: A brand-new way of organizing your tasks and time so that you’re meeting deadlines, focusing on your priorities, and maximizing your workday. There’s tons of productivity systems out there, but many of them aren’t ideal for sales reps. We know you’re busy -- don’t waste time figuring out which systems won’t...
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Salespeople, Your Buyers' Communication Preferences Are More Important Than Yours

Art Post ·
Even with the rise of social media and the ubiquity of business email, a phone conversation is usually still the best method of communication, especially for selling and buying. But that doesn't mean salespeople should ignore the preferences of their prospects by insisting on a phone call right away. I think the phone is a superior way to communicate with prospects when I'm selling. But when I'm researching solutions, my personal preference is email. I've been on the receiving end of too...
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7 Ways to Permanently Ruin Your Prospect's Opinion of You on the First Call

Art Post ·
You know that one person that you detest, but everyone else loves? For me, that was Alex. Something about him drove me up a wall -- yet whenever I asked my friends how they felt about him, they couldn’t compliment him enough. It took me a long time to figure out the cause of my distaste. One time, Alex mentioned “the day Maya introduced us,” and I suddenly remembered I’d gotten a bad first impression of him. He’d seemed standoffish and arrogant. read the rest here
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3 Simple Ways To Modernize Your Prospecting Efforts As A Copier Sales Rep

Larry Levine ·
Last week, I touched upon 9 new school approaches to help copier sales reps prospect in all the right places . Ask any tenured copier sales rep and they will stress the importance of integrating effective prospecting techniques as part of their new business strategy. Seasoned copier sales reps can write novel’s with "cold calling" stories as they reminisce about the good ole days. The good ole days are behind us. Times have changed and so has prospecting. Cold calling is not dead it is just...
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31 Ways to Close More Sales (#4 of 31)

Art Post ·
Over the years, every now and then I've stumbled across some great way to new way to prospect.  Whether it was to perform dual prospecting or in my latest find I found out something that you can do with the FREE version of linkedin to get you...
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Selling Copiers & MFP's "First Contact"

Art Post ·
A Star Trek flick from 1996 had the crew of the Enterprsie travel back in time to undermine the Borg attempt to stop Earthlings from making "First Contact" with the Vulcans.  The last few days I've been busy on the phone prospecting for new...
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How Well Do You Know Your Print Drivers?

Art Post ·
   It seems that I don't know them as good as I thought I did.  But where do we find the time?  PCL5, PCL6, PS, Universal drivers, I can't stand it!  Just the other day I had a demonstration with one of our devices and I was...
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4 Sales Tips to Make You Smarter than the Average Bear!

Art Post ·
I was reading and older blog post and then caught a thread about selling and with that I thought I would share some ideas about sales in general.  You've got to be different and you've got to be smarter than the average bear! Search for...
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Smart Copier Sales Person or Not So Smart with Lost Deals

Art Post ·
I believe I wrote this about four years ago and at that time I never used a real CRM system. Believe me, I fought it tooth and nail, four years later, I can't operate without it.  If I had once wish for a CRM program it would be that I could have...
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Is Anyone Selling Planet Press?

Art Post ·
I have an existing account that has Planet Press and I have some questions about a certain workflow, can anyone help??
 
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