Here's a good success story for ya...
I am dealing with the VP of a smaller bank here in town, he was looking at a 1060 loaded and connected....until his IT guys said, "we will only put HP on our network" they then proceeded to tell him to buy an HP9000MFP instead. (The 1060 was pushing the limit for them when they really should put a 1075 in there but budget won't allow it)...
Often times a salesperson will Freak Out when an IT department gets in the way with a stupid statement like that. Here's what I did...
I can sell him the 9000MFP for less money than the 1060 up front but that would be a bad idea! What I did then was...took in my network knowledge, a cost analysis and CPC worksheet and brutal honesty and told him the following...
"Dan, here are the numbers, you can see that the 1060 is going to cost you less to operate and save you money on service and supplies, thus making up the price difference in short order...Furthermore, you will NOT be happy with the 9000MFP and the down time you will face."
The kicker, however, was this...I told him
"I don't care if you don't buy my 1060, I will not sell you an HP 9000MFP for your application. If I don't get the business based on that than so be it. I would rather not get this business at all than sell you something you will be unhappy with and have to deal with the associated headaches."
I got the Signed order for my 1060 this afternoon...
Graham
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