Tagged With "Selling Copiers"

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Selling Copiers.docx

Art Post ·
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The Three D's of Selling

Art Post ·
During the last ten years, I've been delighted to help rookies/newbie’s or whatever you'd like to call new people that are breaking into Managed IT, Copiers and Managed Print Service industry. I'm not a manager or owner (was an owner once) of a dealership; I work down the street accounts (SMB) and love what I do! I enjoy helping new sales people and that's probably because I had no help when I started in sales some 38 years ago. It was nine years ago that I encountered my first sales manager...
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Re: Ten Reasons Why I'm Still Enamored With the Copier Industry!

Old Glory ·
Let me add a few: * There are no Government regulations to restrict or impede my business. So many businesses are massively effected by governmental regulatory agencies like OSHA, EPA, FDA, etc. This isn't meant to be an indictment. Just saying that we don't find ourselves unemployed when a drug is taken off the market or a patent runs out. * A variation on the theme above is that because we don't sell to a single vertical market, there are always prospects. Realtors do well when the housing...
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Re: Little Story About a Man Named Jed

Kyocera Guy ·
I hate situations like this when you spend your time working a deal and then everything goes silent and you get the we went the stupid route call. Over and over again I've found that IT guys are total email monsters. You can call 10 times...nothing. Throw out an email and bang they are back online. If you can get their I try to get their attention with the subject line with a problem statement included like "Current (Ricoh, Xerox, Kyocera) Copier Lease Due With Issues Pending" for example...
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"Selling & Desire" Let Me Tell You a Short Story

Art Post ·
The Desire Let me tell you a short story. At the age of 23, I had just completed my first six months as a copier technician. Prior to getting hired as a technician, I was hired for a 16 week boot camp to learn how to repair copiers in 1980. At the end of the 16 weeks of training, we were sent out on interviews with local copier dealerships in New Jersey & New York. All 22 trainees were hired within a few weeks. At six months, I had my review with the Dealer Principal. He stated, “Art...
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Selling Copiers "A Week in the Life" Monday

Art Post ·
Monday???..... Everyone knows that a great copier sales person week starts late Sunday, because we called it quits early Friday (especially in the summer)!   With that in mind, Sunday night is geared to getting these type of jobs...
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Selling Copiers "Did We Create Our Own Commodity"?

Art Post ·
Since I've been selling in the industry for far too long, I've been able to see the transition the industry has taken over the years with our products. Years ago copier sales people not only sold the products, but we were also...
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Ten Reasons Why I'm Still Enamored With the Copier Industry!

Art Post ·
The clock continues to tick, most in the office will hear my rants as the month and or quarter winds to a close. I can be heard mumbling, "why do people just not call you back anymore", or "if you don't want to talk to me, just send me an email,...
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The Day After The Last Selling Day of the Quarter for Copier Reps

Art Post ·
Twelve weeks of prospecting, traveling, and thinking out of the box has finally paid off. Woohoo! It's finally here, it's a half past five in the evening, everyone else has left the building, and I'm about to finish up processing the last order of the month, the quarter and year end! Measured by our last month, our last quarter and our last year can get best of many sales people. For me, the measuring is something I've gotten use to over the years. Our quest for sales is not the race of the...
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57 Days of Selling "Day 17"

Art Post ·
Last nights sinus headache became this mornings issue. I gave some serious thought about calling in sick, but decided to tuff it out and get my ass into the office. Thus, I finally arrived at the office about 10AM, not my idea of a good start, but never the less, I was there instead of sleeping on the couch. My goal for the day? Was to get some of these opportunities to close and too schedule appointments for some of the larger opportunities that I have in the pipeline. First things first, I...
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57 Days of Selling "Day 21"

Art Post ·
"What Type of Day is it Today?" Any guesses...."It's a Great Day to Sell Something!" Initially, I had three appointments for today, "had" is the key word. I rescheduled my early AM appointment for an existing account. We were scheduled for a webinar for AP & AR workflows along with a discussion about the existing MFP. I was not able to get a history on my MFP in time, thus I had to reschedule. My second appointment was a closing appointment, brings the docs, review the docs and get the...
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57 Days of Selling "Day 35"

Art Post ·
Geesh, the days just seem to be flying by now. Twenty two days left and much to get accomplished. I took a few minutes to look at the month of December to see what day Christmas falls on, and it seems that I have a little bit of luck on my side (at least for now). Christmas will fall on a Sunday this year, Saturday is Christmas Eve, which means mostly everyone will be working a full day on the 23rd. Whew! I hate to lose selling days especially down the stretch. I had made a goal of setting...
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What is your "WHY" in Social Selling

Larry Levine ·
Last year I shared a post about people doing business with people. How does this translate in the social selling world?   I think we would all agree people buy from people they like and trust. Simon Sinek states, “People don't buy what you...
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Selling Copiers in the Eighties with Ray Stasiezko

Art Post ·
I caught one of Ray's video last week and I was surprised when Ray made mention of his copier career. Yup, Ray also slung copiers just like most of us. I reached out to Ray a few days ago and asked if he'd like to be give us some insight as to what it was like to sell copiers in the eighties. Selling Copiers in the Eighties Ray, what year did you start in the industry, what company and what position did you start out with? 1989 Did you work for a dealer or direct ? I worked for Lanier...
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Rhythm of Selling with Copiers & Office Technology

Art Post ·
Every time I post "This Week in the Copier/Office Equipment Industry 10 Years Ago", I'm always thinking of what I was doing ten years ago, with business and personal stuff.  It's rather gentle reminder of how fast time moves past us.   ...
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Re: Looking for Used Duplo DC micro 8 collator

Old Glory ·
I know someone with a DC-8 or it might be a DC-10. It is an older model than you are asking for but seldom used.
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Re: Looking for Used Duplo DC micro 8 collator

Art Post ·
is that a lot bigger than the one I pictured?
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Re: Looking for Used Duplo DC micro 8 collator

Old Glory ·
View the following: http://www.youtube.com/watch?v=mFNot2tlBA4
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Re: Looking for Used Duplo DC micro 8 collator

Art Post ·
thanx, please advise how much they want for it, seems the size is ok
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Re: Looking for Used Duplo DC micro 8 collator

Art Post ·
old glory: Is this still available????
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Re: Toshiba Sells $58.5 Million in Shares of Mitsubishi UFJ: Source

Art Post ·
Anyone care to make a gentleman's bet that Toshiba sells their share in TEC?
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Everything You Need to Know About Selling Over the Phone, In a Single Infographic

Art Post ·
If you’re not comfortable on the phone, sales probably isn ’t the right career for you. Even outside sales reps spend a considerable amount of time on the phone with their prospects. Learning how to capture and keep someone's attention without physically being in their presence is a skill salespeople in every industry must continually hone. Enter the following infographic from The Gap Partnership , which covers everything from pre-call preparation to sales script tips. read the rest here
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Looking for Used Duplo DC micro 8 collator

Art Post ·
Does anyone have one these used that you are looking to sell?  
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The Top 3 Selling Techniques--Which Is Best For Your Business?

Art Post ·
Not all products or services are created equal in terms of how you sell them. And, not all customers are created equal, in terms of how sophisticated or needing they are for a product or service. And, selling into different levels of an organization, often requires different types of selling techniques, in order to get their attention. This post summarizes the three most typical selling techniques used today. read the rest here
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Toshiba Sells $58.5 Million in Shares of Mitsubishi UFJ: Source

Art Post ·
TOKYO — Japan's Toshiba Corp sold $58.5 million worth of shares in Mitsubishi UFJ Financial Group on Wednesday, a source told Reuters, as the conglomerate struggles with losses from its bankrupt U.S. nuclear business. Toshiba sold 9.9 million shares in banking group Mitsubishi UFJ for 6.4 billion yen ($58.53 million), said the source, who declined to be named due to the sensitivity of the matter. Toshiba does not disclose information on individual stock trades, a company spokesman told...
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How to Add More Selling Days Without Really Trying

Art Post ·
How many sales days do you have in a year? Betcha you don't know! Sales aka Selling days or how many days per month, per quarter and per year has been something that I keep an eye on. Try to take a sales day away from me because you want to close the month early drives me up a wall. Let's face it I only have "x" amount of days each month and I need to make the best of them. Some dealerships or direct branches will close on the calendar end of the month. Others will close the month early so...
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selling_cloud_backup_ebook.pdf

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Re: How to Add More Selling Days Without Really Trying

Dr. Print ·
Wow. I had a salesperson meet me at 2:00 today. It is much easier for me. Sent from my Verizon Wireless 4G LTE DROID
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Re: How to Add More Selling Days Without Really Trying

Larry Levine ·
Art right on dude! Time management is our best asset and killer at the same time. To be successful in sales is not 8:00 to 5:00! Before 8:00 after 5:00 PM even a late night, Saturday or Sunday. Take at least the 1 hour most reps can truly not account for (if being honest) and reinvest back into being productive. Right here is 5 hours per week. Sunday is a great time in the morning to prospect and send emails to executives. This does work.
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56 Words and Phrases That Make Prospects Want to Buy

Art Post ·
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...
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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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Re: Just Another Day of Prospecting for Demo's.....on the Weekend

Carl Little ·
Great story. I sold a $100,000 Xerox copier on a Saturday to the Reelect Bob Dole for US Senate and it was a walkin to my office at Xerox in Topeka, Ks. I thought my buddies were setting me up until they wrote the check. Thank God I went in to work on a Saturday. Your story was better because you had to work at setting the appts. Carl Little. Katun Corporation
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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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This Week in the Copier Industry 10 Years Ago, The Last Week in April 2003

Art Post ·
Cool thread here for everyone, you should check this one out. Sometimes you cannot satisfy a customer, no matter how much customer service you provide, and how well the system operates. Case in point...We have had this customer for 8 years, and had sold them a Savin 2527, and a Savin 4027sp as the latest series. They had a 48 month lease contract with full service, and had been happy up to 3 years ago, from what they say. I received a letter they sent to the leasing company stating they did...
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Selling Copiers "Do You Have That Special Lockout Feature to Win the Order?"

Art Post ·
You've heard it, I've heard it, our clients tell us, "you're selling a commodity, all copier (MFP's) do the same thing and service is not a major concern". Just give me your best price! Yup, you're thinking the same thing I'm thinking after hearing that statement. Is it time to walkaway, could it be time to drop back to your value points, should you place the price game, would you sell the system at your cost to get the revenue, or time to tell the client that "poor service is long forgotten...
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Selling Copiers "Going Old School May Win The Day"

Art Post ·
A few weeks ago I had a conversation with a net new prospect in reference to additional print samples that they would to see. In this case they wanted me to access some files from their FTP, and gave me a list of substrates (paper) that they would like to see the samples printed. The last part of the conversation with the person in charge of the gathering process was, "feel free to add something else that would provide a WOW factor". Geesh, I thought, you're leaving it up to me to be...
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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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Five Hacks That Will Help You Sell More Copiers (Uno)

Art Post ·
With many athletes practice makes perfect. It's that repetition of completing certain tasks over and over again the create muscle memory. That muscle memory then becomes an instinctive reaction when that athlete puts those skills in motion. Since I'm pretty familiar with baseball, it's the day to day tasks of taking batting practice, long tossing and fielding that builds the muscle memory of the athlete. Over the years, there are many tasks that I perform daily, weekly and monthly that have...
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57 Days of Selling Copiers "Day 5"

Art Post ·
A couple of thoughts before I start day "5" for everyone. In reference to the opportunities that I've created. These are opps that have been created since from the start of this blog, in addition these are opportunities that I think have a 50/50 shot of closing my the end of my year. When I started the this collection of blogs, I had about $125K in the pipeline for the end of the year and nearly zero for this month. The reason for the zero this month is because I emptied my 30 day pipeline...
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57 Days of Selling "Day 39"

Art Post ·
I am exhausted!! Driving for more than 2 hours in a torrential downpour this AM to our branch office in PA, and then the drive back in the rain for another three hours has kicked my butt! I had to arrive by 11AM for a teleconference with one of our PA reps. Our rep had scheduled a teleconference for 11AM. We tried once and then twice and could not get a connection with the DM. Thus, I went through some information about wide format products with our rep to help when that connection is made.
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57 Days of Selling "Day 41"

Art Post ·
Yes, I'm somewhat behind on my blog posts. I was reminded of this when I arrived at the office this morning. Friday, was not one of my better days, still fighting what ever bug someone gave me. I was able to accompany our resident rookie to an appointment with an existing account. This account had recently received a repair estimate for a duplicator that was almost seven years old. There was no maintenance agreement in place, and the estimate for repair was in the very low four figures. We...
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Why Social Selling Stinks for Most Copier Sales Reps

Art Post ·
Over the last two months I thought I would perform a test using LinkedIn. My goal was to connect with 1,000 people in the copier industry. Right now, I'm sitting at about 800 new connections. I'm hoping to hit that 1,000 mark by the end of this week. Everyday, I spend at the minimum 30 to 45 minutes review my wall of threads. Since I have more than three thousand connections, that wall seems like it can go on forever (thank goodness for weekends YaY!) If I had to estimate, I would say that...
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Would You Be Interested in Making a $90K Commission for Selling One Imaging Device?

Art Post ·
I'm raising my hand, can you see it! I'm interested! One of the main reasons that I'm still in sales is that I still have the desire to write my own pay check. Unexpected expense, no problem, just grind the gears a little harder and a little longer and you can make the cash that you need. I'm sure that's the same for many of my peers that are in the copier business. Twenty or so years ago, I had visions of grandeur that maybe just maybe one day I might be selling a really high end product...
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Way Back When "We Did it Our Way" Selling Copiers

Art Post ·
Today, I had to get some tires replaced and when you're on the road as much as I am, well.......I have a tendency to not clean my car as often as I'd like to. But, today was one of those days to find old faded toll receipts, a dried up banana...
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Selling Copiers in the Seventies with Darrell Leven

Art Post ·
It was good to see Darrell Leven at the recent BTA National Event in New York City a few weeks ago. During one of the breaks we had the chance to chop it up a bit about the imaging industry. Where we started and how we go to where we are today. During that chat is when I found out that Darrell started selling copiers in the late seventies. I asked if he would mind contributing to our Selling Copiers in the Seventies blog. Here's Darrell! What year did you start in the industry and what was...
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Is There Really a "Natural Born Salesperson"?

Art Post ·
One of my first jobs was that of a paper boy when I was growing up in Iselin,New Jersey.   I'm thinking I started my first paper route at 12 and did that until 16.  At a young age I had to collect money, work for tips and also face...
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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: Selling Copiers "What Would You Do"?

fisher ·
Sounds like you need to move to where your cousin lives and set up a copier company that gives good service. Cousin can be your first customer.
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Re: Why We Dial the Next Number, Write the Next Email, Knock on the Next Door

Jason H ·
It's amazing what happens when you make that "last" call for the day/holiday. I share this story with my sales reps quite often: i remember about 7 years ago on a Friday around 3:00 I was working a more rural area of my territory and saw a sign for a church. I rode by the sign and said to myself I would go back later. Something told me to go back and I did. I went back to the church that is a small backwoods rural church with probably 30-50 members max. Stopped in and spoke to the pastor and...
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Re: 57 Days of Selling Copiers "Day 9"

JeffR ·
Art, I’m really enjoying this 57 Days of Selling! We have 3 new copier reps who have never been in this field. This has been monumentally helpful to them. Question: can you send me a sample of your monthly constant contact you mentioned on this Day 9? Thank you, Sue Reese Copy-Fax, Richmond and Virginia Beach
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