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Tagged With "appointment"

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Re: 57 Days of Selling "Day 49"

Tom Koenig ·
Good Luck Art Still holding on to that $20 bucks!!!! Thank you, Have a Great Day! Thomas Koenig District Business Manager Dealer Division - Northeast Region RICOH USA, INC. 5 Dedrick Place West Caldwell, NJ 07006 Cell: 570-439-2864 Thomas.Koenig@ricoh-usa.com
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Re: 57 Days of Selling "Day 49"

Art Post ·
Tom, Oh, aren't you the funny one!! Have fun at the Stratix Holiday party!
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Re: 57 Days of Selling Copiers "Day 3

Larry Kirsch ·
Best wishes with this one. Appears your efforts are going in right direction. Looking forward to hearing the outcome. Larry K
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Re: 57 Days of Selling Copiers "Day 10"

Kyocera Guy ·
I know feast or famine right? I feel your pain but luckily not this month.
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Re: 57 Days of Selling Copiers "Day 10"

Art Post ·
ty! I've had feasting for three months, now it's time for payback
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Re: 57 Days of Selling "Day 16"

Kyocera Guy ·
Quick question Art. I am starting my pipeline for 2017. I have a goal set but my question is what % of that goal should I already have in my pipeline before the year starts to hit my annual goal for next year. Just your thoughts.
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Re: 57 Days of Selling "Day 16"

Art Post ·
My quota is 720K for the year. Thus, I need three times that in my annual pipeline. On any given month, I need to have 180K in my pipeline. Pipelines are a moving number, you add some, you take away some. Hope this helps
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Re: 57 Days of Selling "Day 16"

Kyocera Guy ·
That helps and is a little painful at the same time. I've got some work to do.
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Re: 57 Days of Selling "Day 16"

Czech ·
Art, how do you create a funnel of 180k each and every month? What constitutes an "opportunity" in your mind: a) A customer who is actively looking for a solution you offer or B) Someone that you've determined (not the customer yet) has a need for a solution you offer?
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Re: 57 Days of Selling "Day 16"

Art Post ·
Never ever stop prospecting is the key. Always adding and subtracting. I would say on average I keep about $100K of deals I think can close in 30 days. I focus on 180 because 2/3rd of them will either roll, or lose. 90% of the time, I will wait until the first contact to determine if that appointment is an opportunity. Once it's in the funnel, I then determine when it may have a chance to close. If's it's more than 50% it's going in the 30 day close funnel
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Re: 57 Days of Selling "Day 16"

JeffR ·
Art, You had mentioned a monthly customer contact email that you do—you were going to send a copy of that—where can I find it? Enjoying your 57 Days of selling—learning a lot! Sue
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Re: 57 Days of Selling "Day 16"

Art Post ·
Re: 57 Days of Selling "Day 16"
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Re: BTA MPS Client Engagement Training Series

GPul ·
Where is the link for the webinar?
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Re: BTA MPS Client Engagement Training Series

Art Post ·
http://www.bta.org/?page=MPSClientEngagement
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Re: State of the "Art" Sales Technology

copyme ·
Great read, you are right on the money as usual!
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Re: State of the "Art" Sales Technology

Art Post ·
TY!!
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Re: State of the "Art" Sales Technology

JeffR ·
So, what’s the box approach? JeffR
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Re: State of the "Art" Sales Technology

Czech ·
Hey Jeff, Art's Box Approach (I believe) is using 4 different methods of communication: Phone Call LinkedIn Email In-Person Cold Call You "box" the prospect in until they finally give you the time of day. Using all 4 methods of communication ensures that you are optimizing your ability to reach the DM via his preferred method.
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Re: State of the "Art" Sales Technology

JeffR ·
Okay, thanks! I have the phone call, Email, In-person aspects covered. I use LinkedIn to find the right person—I don’t use it for communicating with them yet. I’ve tried to get referrals from people who are linked to them, but no success with that. My sales rep uses LinkedIn to continue my efforts. JeffR
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Re: Ten plus Tips for Cold Calling in the Field

Jason H ·
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

Jason H ·
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

Czech ·
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

Old Glory ·
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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COVID19 "Remote Working" Day Twenty-Five of Sales

Art Post ·
The end of the day was pretty cool for me. After 5pm I had the chance to speak with a dealer principal out on the West Coast. Yes, things are just as bad out there as here in New Jersey. But we really didn't speak about COVID19 that much, instead our talk was about how the industry has changed in ten years and where are industry is going in the next ten years. It's always great to hear from dealer principals that still have the desire to go after it in this business! Yes, there are still...
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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...
Blog Post

Ten plus Tips for Cold Calling in the Field

Art Post ·
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 Do You Get Most of Your Appointments?

Art Post ·
Appointments, we love to have em, and we hate to have to prospect for them.    Wouldn't it be grand to wake up every day and have four appointments scheduled for each day of the week that you didn't have to spend the time...
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Why We Dial the Next Number, Write the Next Email, Knock on the Next Door

Art Post ·
I thought since this is Christmas week and most of my favorite shows are in re-run that I would dig up a few "Blast from the Past" blogs that are still located on the BlogSpot site. Today I found my self a little out of sorts. I had scheduled five appointments for the day, as the day wore on one appointment forgot that I was scheduled and then another had to reschedule.  Dang, I thought......., and these were probably the best appointments out of the five. With only nine...
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How Do You Get Most of Your Appointments?

Art Post ·
Like to get a handle of how all of us are getting our appointments. Seems more and more I'm getting more appointments via email.    What is working best for you?
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State of the "Art" Sales Technology

Art Post ·
Today, I had the chance to site with our newbies for about an hour or so.  There was no agenda, just an off the cuff talk track.  My first intention was to see how much they know about closing, whether for an appointment or a sale.  ...
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Twelve Days of Selling "Day 3"

Art Post ·
Seventy Two hours until the close of the month, the quarter and the year. OH bother!    My first appointment of the day was with an existing account that had placed a $50k order with me last month. Just as I arrived our company delivery...
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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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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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Cold Calling and Telemarketing Tips for Multifunctional Copiers

Art Post ·
Since the Giants are getting hammered by the Bronco's, and the fact that they will now be 0-2 leaves with some additional Sunday night time! Thus, I thought I'd bring back this blog from 2010.  Enjoy! How many calls will it take to get...
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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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The Sales Appointment that Goes All to Well!

Art Post ·
We've all had them right?     At lunch today we spoke about the meeting that was too good to be true.  The person you met with (who was to relay the information to the dm), was engaging, energetic, giving buying signs, basically all of...
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Canon U.S.A. Announces Senior Executive Appointments and Promotions for New Year

Art Post ·
MELVILLE, N.Y. – To kick-off 2014, Canon U.S.A., Inc., a leader in digital imaging solutions, today announced several senior executive appointments and promotions. “I am proud to announce 11 well-deserved appointments and promotions for the New Year,” said Joe Adachi, president and chief executive officer, Canon U.S.A. “The value these executives bring to Canon is paramount and their proven leadership skills, dedication and perseverance will help us take our Company to the next level of...
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57 Days of Selling Copiers "Day One"

Art Post ·
Had a bit of extra time this AM, since my first appointment was at 9AM. No sense in leaving the house at 7AM to get to the office at 8AM and then travel an hour to my 9AM appointment. I scheduled the 9AM appointment (net new) last week, it was more of a follow up appointment to make sure I'm in play for 100 plus units. Still many months away, but I already know the players, it's gonna be tough to knock out the incumbent. Appointment went well, I squeezed some additional info out of them.
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57 Days of Selling Copiers "Day 3

Art Post ·
What a night it was at The Cannata Awards Dinner! I found my-self calling it a night early because I had two appointments on Friday. My first stop was at a new account in Princeton, thus I had to l leave two hours available to fight the New Jersey traffic. Left the Westminster Hotel at 8AM, and arrived at my net new prospect just a few minutes before 10AM. It's always good to be on time. My first appointment with this prospect was back in late May of this year. This net new and new business...
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57 Days of Selling Copiers "Day 6"

Art Post ·
For the rest of the blog series, I'll be posting pictures from Previous President's Club trips. That should only increase the desire to get there this time around! You ever have one of those days where something happens in the AM, and then the rest of the day turns to crap? Yup, happened to me this AM. I arrived in the office just about 8:30AM after my minor fiasco. I had an email from a current client last night stating they wanted to move forward with an A4 color system. Thus, I needed to...
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My Weekly Sales Ritual

Art Post ·
Monday (In the home office or office): 8AM-11AM: Prepare order docs, research pricing, answer emails, send emails, return calls 11AM-Noon: Prospect with existing client to schedule appointments for Thursday and Friday only 1P-5PM: Continued prospecting with existing clients, and work to fill out Thursday and Friday Tuesday (In the home office or office): Entire day is dedicated to filling appointments for Thursday and Friday. If Thursday and Friday does not work I also schedule for Wednesday...
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57 Days of Selling Copiers "Day 9"

Art Post ·
Today was a day like another other day at the Jersey Shore, the Sun still rose in the East, the ocean still sent it's countless waves ashore and I was off to work. Dagnabit, it was such a beautiful day for October in New Jersey! I had one early appointment at 9AM for that wide format color scanner I spoke about the other day. Funny, how thrifty some clients can be. The first question was centered around, "can I rent a wide format color scanners for a few months?", the second, "do you have...
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57 Days of Selling "Day 12"

Art Post ·
Geesh not sure where to start this, since today was almost a mirror image of yesterday. Thursday mornings are set aside for a net new call block. We'll start around 9AM, break about 10:30 and then finish up with a 10 minute chat at Noon time. I can't tell you who impressed I was with a few of the rookies, they were coming in with 65 calls, 71 calls and one rookie topped off with 84 calls!! That's impressive! Many had three net new appointments and there was one rep that led the pack with...
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57 Days of Selling Copiers "Day 10"

Art Post ·
Woke up, fell out of bed Dragged a comb across my head Found my way downstairs and drank a cup And looking up, I noticed I was late Found my jacket grabbed my hat Made my car in seconds flat Arrived at the office and had a smoke And somebody spoke and I went into a dream Ah, I read the sales board today, oh boy Four hundred copiers sold in one month And though the copiers were kind of small They had excellent spiffs for them all Then, I woke up and it was the beginning of "Day 10". I do love...
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57 Days of Selling "Day 16"

Art Post ·
FYI, I've got a killer sinus headache tonight, gonna make this short and sweet for every one. Had two appointments for today, one was for a wide format color scanner scheduled at 10AM and the second appointment was too follow up with an existing account that had the hots for improving their paper based workflow for purchase orders and the associated invoices and maybe the need to replace to older analog copiers with something pre-owed. Still can't believe I'm seeing analog copiers still in...
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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...
Blog Post

57 Days of Selling "Day 19"

Art Post ·
It's Monday, the weather was clear and I got a head start on the day. Just about 8:30AM I received an email from an existing client that he had signed the order docs and they were ready to be picked up. I'm all over that and scheduled an appointment to pick them up at 3:15PM. I selected the 3:15PM time slot because I had another appointment booked for 4:15 a few miles away with an existing client. The other day, we had our net new telephone prospecting morning. One of the newbies in the...
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57 Days of Selling "Day 20"

Art Post ·
Geesh, it's day twenty already! Can't believe I've done this for twenty work days in a row. Everyday I try to add something in the daily blog that I can share with others, after thirty six years of selling down the street, I have a few more than the average bear. I'll try and figure that tip out later in this blog. My first appointment was at 9AM, and thank goodness for that, I was able to work from the home office until 8:30AM. The appointment was to discuss and review a proposal for a wide...
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57 Days of Selling "Day 38"

Art Post ·
Just one of those wonderful mornings in NJ! Heavy rain, traffic, a planned stop in and then a major accident finally landed me in the office a little after 9AM. Today's plan was the same as yesterday, prospect, schedule appointments and move some opps closer to closing. All in all I think I had a decent day, I logged more than 35 calls, around 40 out bound emails, and who knows how many received emails. The net result was three additional appointments and the creation of one additional...
 
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