Tagged With "Tip"
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Re: 10 Ways to Close Net New Business #4 of #10
Just a short update in reference to the account I was speaking about. The IG came back with many additional questions today, asking if the cost per page could be lowered, the annual cost of the maintenance agreement, and the price of the system. I stated NO on all accounts. We had started with a 25ppm color A3 device and then moved to an A4 color device. They were not even happy with that price. In addition when they received all of the no's they asked about pre-owned or used. I then stated,...
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Re: 6 Tips on How to Sell More Without Really Trying
please use californiamonte@gmail.com I no longer check this email address. Thanks, monte
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Re: 6 Tips on How to Sell More Without Really Trying
I am out of the office and will return on MONDAY FEBRUARY 3RD. If you need immediate assistance please contact Jill at 920.684.3671. Thank you!
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Re: 6 Tips on How to Sell More Without Really Trying
Nie ma mnie w pracy do 2014-02-18. Dear sender, Thank you for your email. I am out of the office, I will respond to your email on my return Reagrds, Anna Uwaga: To jest odpowiedź automatyczna na wiadomość od użytkownika "Post By Art Post: 6 Tips on How to Sell More Without Really Trying" wysłano 2014-02-01 22:03:17. To jest jedyne powiadomienie, które nadawca wiadomości otrzyma od tej osoby w czasie jej nieobecności. Mając na uwadze ochronę zasobów naturalnych i zmniejszenie emisji CO2,...
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Re: Selling Copiers "Ten Tips to Keep the Pipeline Flowing"
Well said Art....especially the comment about offering a "low end" MFP... works about 40% of the time from deals I have tracked in my 21 year career!
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Re: Ten plus Tips for Cold Calling in the Field
I have two points I will add that may help him out. First, don't assume anything when it comes to customers and their money. We had a rep who we were working with one day and he drove by a building. I asked him why he wasn't stopping and he said look at that place, there's no way that guy has any money to buy a copier. Turns out this guy was a fairly big developer and that building was his new office. They had not started construction on the project yet. They went in and the office had a...
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Re: Ten plus Tips for Cold Calling in the Field
I also meant to add that as a newbie its important to know as many people as possible. I have reps who know many different people all the way down to the security guards at big facilities. I, like Art, probably don't prospect enough. I'm lucky to get 25 calls a week compared to my reps who probably do 30-40 a day, but still have about a 600,000 book of revenues each year. Even in a management role I can't get it out of my system to go out and sell. It's taken me close to 10 years but now I...
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Re: Ten plus Tips for Cold Calling in the Field
All great stuff. I'd like to add in a few more points. 1) Never use a cold call to sell, only to gather information. Receptionists and office managers are loaded with information because they are the primary users. Ask if they are having any problems with their copiers and you might be surprised with what you hear. 2) The 4 most important questions you need to answer in every cold call: What do they have? How long have they had it? Who is the decision maker? Who was their previous vendor? 3)...
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Re: Ten plus Tips for Cold Calling in the Field
My thoughts, some of which repeat what others have said, maybe in a different way: I cold call for information, phone call for appointments to a large degree. What I would add to Czech's 4 point list is to ask who they call for maintenance. That usually tells you, not only the company, but the brand, and if the receptionist doesn't know, then they likely don't have many problems. I almost always separate fact find from presentation. Too many reps "get an answer" then "do some selling", "get...
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Re: A Funny Thing Happened while Phone Cold Calling Today
Have not sold I years but IT guys like glory. Use the Realestate companies name and linkedin that and look for the person that claims to be IT.
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Re: A Funny Thing Happened while Phone Cold Calling Today
I love it when people say that. I have pointed it out to people and actually sold them a system after they realized how stupid they sounded saying they didn't accept calls/drop in's from Sales People. I have politely told business owners down to receptionists that I hope their sales reps are not treated the way I was when I walked into their office when they are in the field trying to earn a potential clients business.
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Re: A Funny Thing Happened while Phone Cold Calling Today
If I could make sixty calls in one day I would feel like Superman. What's your secret? My current process is: a) Research the prospect and company b) Write out a potential value proposition c) Contact the customer to schedule an appointment d) Depending on the outcome, follow up with an email or LinkedIn message 4 calls per hour * 6 hours = ~ 24 calls / day
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Re: A Funny Thing Happened while Phone Cold Calling Today
Art, When I have run into this, I call the sales people. They know how hard it is to find out information and get connected to the right people. They are usually sympathetic and helpful! Haven’t found one yet not to be! JeffR
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Re: A Cool Thing Happened While Away on Presidents Club
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
Good soft approach . I'll put that in my memory bank. Good Selling.. PS did you see Pres Suite???
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Re: Connect With Your Prospect
I am out of the office until 08/04/2015. I am away if you need to talk to someone please contact Darren Downey our GM Office 633-9264 X 226 Cell 204.229.7231 My Cell is 204.890.8570 Note: This is an automated response to your message "Post By Art Post: Connect With Your Prospect" sent on 3/31/2015 11:54:09 PM. This is the only notification you will receive while this person is away.
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10 Ways to Close Net New Business #4 of #10
This is part #4 of #10 for the series of "10 Ways to Close Net New Business", this one is a freebie! woohoo!! Today was one of those days that were just non stop. The existing plan was to follow up with existing accounts to move the...
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Don't Be Afraid to Ask "Why?"
That was a statement I made to our newbie rep today. We were discussing a potential order that he was looking for guidance to close. I forget what he stated, but I chimed in with, don't be afraid to ask "why?" adverb 1. for what? ...
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Top 8 MFP Copier Sales Tips "Be Prepared"
There's an old saying that you can't teach an old dog new tricks! I don't believe it! I'm still learning new stuff every day! Here's a few tips that you must have before going to any appointment. Lease Documents: Yup, have...
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10 Ways to Close Net New Business #5 of #10
Whether it's the golden fleece, the golden egg, or the coveted Jersey Italian hot dog, we're all looking for a way hit our net new business quota. For me, it's been a bit of a rough patch lately, even though I've got top business...
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10 Ways to Close Net New Business #6 of #10
One awesome thing that I've learned over the years is that almost every business is a potential suspect. I used the word "almost" because there are not as many suspects as there were years ago. Going back 30 years or so, it was a...
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Top Secret Tip for Locating a Prospect's Email Address
Copier prospecting without having contact information? How can you locate an unknown email address? I believe the year was 1995. I had taken my first copier sales job working for a Lanier direct location. Sales was a pretty straightforward...
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Ten plus Tips for Cold Calling in the Field
Good afternoon Art. Had a quick question for you. One of my new reps had asked what information I could give for his review on cold calling tips, instruction, and helps. He is looking for help in running a better cold call in the field. HARVEG ...
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How Many Selling Days are there in September 2015?
Due to the "bean counters" at our office, we close our month early. Closing the month is not a bad thing, in fact by closing the month early, I now have two opportunities to garner end of month business. The first is the...
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Ten Tips to get the DM to Take Your Call "Selling Multifunctional Copiers"
Digging up leads for multifunctional devices can be trying at times, and especially if you're new to the business. I'm sure if you've just landed a position with a company that sell multifunctional copiers you've been given a list of accounts to call...
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5 End of Year Tips to Help You Sell More
Geesh, I should have written this the last week of September and not the first week of November! Well, it's still good and if you put these tips in practice you'll not wind up with the end of the year blues! Ah, the last quarter of...
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A Funny Thing Happened while Phone Cold Calling Today
What a day on the phones today, needed to pick it up a notch. I've got 16 or so opps that I need to move forward and most seem to be stalling out. So, what do you do? Simple, you make more phones and or stop ins. Since, I'm back...
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A Great Tip for "Why Referrals Still Matter"
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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Connect With Your Prospect
Seems like I always have a good story to tell from my Presidents Club trip. This year our trip was to Montego Bay, Jamaica, we stayed at the Iberostar Grand Rose Hall Hotel. I loved everything about this trip!!! I'm even...
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6 Tip Offs That Your Customer is Gathering Additional Proposals
Even though we ask, "are you entertaining any additional proposals ", there are times when "buyers are liars". Over the years, I would say ninety percent of those that have told me, no we're not entertaining any additional pricing,...
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10 Awesome Tips for a Great MFP/Copier Demo
Demo, what the heck is that? In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago. One of the requirements of a copier sales person is that you needed to have some type of station...
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The Real Reason You Need to Make 150 calls a Week!
Is it unreasonable to ask for ten calls per hour from a rep dedicated to setting a net new appointment? Dang, ten calls an hour is sweet music to my years! Just think that five hours of work will produce 50 calls and if...
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Closing Tip for The End of the Month
Below is a brief overview of an email that I sent to our sales team. Believe it or not there are additional ways to close additional business at the end of the month. We close our month early which can actually work to our...
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How Can You be the Best at MPS, MFP, MNS?
What does it take to be among the elite sales people at your branch or your dealership? For starters you've got to have a passion for being number 1. Nothing floats my boat more than being at the top of the totem poll each and every month. I...
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MFP Solutions Top Ten Copier & MFP Blogs for May 2013
MPF Solutions Top Ten Copier and MFP Blogs for April 2013 still tops the list every month for the last three months. That one blog now has close to 10,000 page views! Here's an note for all of you that are about to get a new sales...
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31 Ways to Garner Net New Copier & Managed IT Business #6 of 31
Socialize Yourself with Linkedin All of these points will establish yourself as a person who is knowledgeable with the industry that you work in. Thus over time you will be considered by your customers and prospects as the resident expert...
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31 Ways to Garner Net New Copier & Managed IT Business #7 of 31
Socialize Yourself with Linkedin All of these points will establish yourself as a person who is knowledgeable with the industry that you work in. Thus over time you will be considered by your customers and prospects as the resident expert...
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31 Ways to Close More Sales #29 of 31
Geesh, two more weeks and this blog series is over! I will be putting the entire 31 parts up as one document once the series ends. The document will be posted in the "clips" section of the site, and will be listed under "Helpful Sales...
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31 Ways to Garner Net New Copier & Managed IT Business #8 of 31
Socialize Yourself with Linkedin All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in. Thus over time you will be considered by your customers and prospects as the resident...
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31 Ways to Close More Sales #28 of 31
In the office today we had about 2 hours of role playing. We were given a real life prospect scenario, had to prepare just like a real meeting. For me, it was quite a bit of fun, for some of the newbies....well it was umm....daunting,...
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31 Ways to Garner Net New Copier & Managed IT Business # 9 of 31
Socialize Yourself with Linkedin All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in. Thus over time you will be considered by your customers and prospects as the resident...
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31 Ways to Close More Sales #30 of 31
I would love to hear from others, about closes that you use. If you have a favorite close or like me, included something that was out of the ordinary. Please post the thread in the reply section of this blog. 30. ...
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31 Ways to Close More Sales #31 of 31
This is the last post of the series! My how time flies, just an FYI, I had a computer crash over the weekend and had to pull this one off of the back up. I'm pretty sure I did not offer this one up yet. Enjoy, in a week or two, I'll...
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A Cool Thing Happened While Away on Presidents Club
It seems like every President's Club trip gives me a story to tell about a unique sales experience that I had. This years trip consisted of 5 nights at the Hard Rock Hotel in Punta Cana, Dominican Republic. The trip was outstanding,...
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16 Tips to Help You Sell More Production Print Systems
Where to start....hmmmmm, many years ago I had my first introduction into the Print4Pay Industry via the Minolta 450Z BETA copier. The 450Z was launched back in the mid eighties and the most unique feature of the 450Z is that this was one of...
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16 Tips to Help You Sell More Production Print Systems #2 of 16
It's no surprise to us old timers that in order to be successful we need to change. Case in point is production printers aka big iron. Many of us realize that Segment 3, & 4 systems won't pay the bills anymore and the mere thought of chasing pc's for MNS is frightening!! Thus many us of us have moved our sights higher with finding homes for our production line of copiers. Which leads me to a recent visit that I had with one of my "print shop" accounts. He's...
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16 Tips to Help You Sell More Production Print Systems #3 of 16
Many years ago we started "seeding" accounts with small A4 MFP's. We would offer them after the sale for cost when we leased a larger A3 device. Cost was under $400, thus at the signing of the lease we would ask the customer if they needed...
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16 Tips to Help You Sell More Production Print Systems #5 of 16
Eat, sleep and breath, something we do every day and we don't give it a second thought, it's just something that we do. If you want to be successful with selling Production Print Systems, then you need to know the specs of your competitions...
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31 Ways to Close More Sales (#4 of 31)
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...