I have been a service technician and service Manager within the office equipment industry for the past 18 years. In September 2013 I decided to go on my own and open my own copier dealership, we have become a Sharp authorized dealer and also carry refurbished Ricoh equipment.
The base has been growing by installing machines in the field and taking over competitors service contracts and now have 2 technicians plus myself in which I am doing all the sales.
Now being somewhat new to sales I know that I can be doing better and would like some input. The speed bump for me is the business to business call "cold calls" am out in the field for roughly 5 hours a day and have no issues going into any business. I realize each customer interaction from b2b is different but I would like to hear what different strategies, ideas and opening comments others might be using or doing.
Any input would be greatly appreciated