copier sales

  Last friday at lunch, I saw the scrolling marquee that Leonard Nimoy had passed away. Leonard was best known for his role as Spock in the original Star Trek series. Like my mother, I’m a fan of science fiction and believing that one day everything that we’ve Read More

Last week I received a lead in my territory from our manufacturer.  OMG, these are rare nowadays! Before I called the decision maker, I did my due diligence and checked the company out on their website.  I got a feel for what they do and what they would use one of my color Read More

Today’s selling professional is expected to have more product knowledge than ever before—and across an ever-widening portfolio. With everyone else telling you to up your game, have you ever thought about simplifying it instead? In their quest to be as comprehensive as possible, Read More

There was a recent thread on LinkedIn from an executive with a major manufacturer that I took exception to. In that thread (post), the LinkedIn user was complaining because they had downloaded a white paper from a website.  The user was whining because a rep from that companies Read More

I wrote this many years ago when I first started writing; I cleaned 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, your company or the excellent benefits Read More

Last week, in part one of this article, I reviewed for you the areas that would concern me with a sales manager: If they lacked tenure on their team that matches the efforts to add sales professionals If the productivity per sales professional is less than $550,000 If the team Read More

Over the years, I would say that 90 percent of my clients leased their copiers with an option to buy the copier at the end of the term. Most of these leases had a buyout option for FMV (Fair Market Value). The general idea of an FMV lease is that the customer has no intention of Read More

  Looking back 2014 was one of my best years in the business. The fourth quarter of 2014 was the best quarter I’ve ever had!  I can only hope that 2015 will be as good as 2014 if not better. Last year’s Top Ten MFP Copier Industry Predictions for 2014 had me wondering Read More

If your initial thought is that you hope he is in the field then watch your caller ID for “It’s the 80’s.”  I agree managers need to spend time with their sales professionals in the field, and I’ll get to that, but “being in the field” is not a proxy for being a good manager.  Read More

Even though we ask, “Are you entertaining any additional proposals?” there are times when buyers are liars. Over the years, I would say 90 percent of those that have told me, no we’re not entertaining any additional pricing, were true to their word. Recently, I Read More

Many people every year enable some New Year’s resolutions that might include exercising more, eating healthier, quitting smoking, and saving more money.  But, how many of us really make the time to set some New Year’s Work Resolutions? The Resolutions that you set today can Read More

I started this series of blogs off with the title, “I Want it All”.  For those of you that are old enough that was the title of a splendid Queen song in 1988. You see, I grew up with the attitude that I Want it All and throughout the years I pretty much always got Read More

With just thirteen days left in the month and the year, I find myself $70K short of securing a spot to our Presidents Club trip in 2015. However, I still have eleven selling days left to the month. Thus, the way I think of it, is that I still have half of the month left to hit Read More

Many years ago while I was on my way to sales call, I would travel south on Broad Street in Red Bank, New Jersey.  Located on the northbound side was a copy center, and every day when I passed that shop, I eyed a purple neon sign that touted “Copies for 3 cents per Read More

It’s all about the prospecting not the leads! There’s been much talk in the industry about the research that is performed by the customer via the web before they make their first phone to a potential supplier.  In fact, if you’re not one of those dealers, direct Read More