copier sales

The nuns at St. Rose Grammar school would be smacking my knuckles with a ruler if I made that statement, but the poor grammar is meant for emphasis.  As we work on sales effectiveness with our clients the most constant value proposition I hear is “we’re going to save them money.” Read More

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 it display a large warning Read More

Since the Giants are getting hammered by the Broncos, and the fact that they will now be 0-2 leaves me 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 an appointment? It’s a Read More

A Star Trek flick from 1996 had the crew of the Enterprise travel back in time to undermine the Borg attempt to stop Earthlings from making first contact with the Vulcans. The last few days I’ve been busy on the phone prospecting for new accounts, new opportunities, new Read More

(Editor’s note: This is an excerpt of an article that I wrote in 2007 for ENX magazine. It’s just as relevant today as it was then.) If you’re selling imaging technology you don’t need me to tell you how competitive it is out there, especially if you’re in a major market. Even if Read More

If you asked my sales manager, he would probably say NEVER! Many of us know that only the strong (tough minded) will survive more than three years when it comes to selling copiers, printers, and managed print services. Those who survive more than 20 years of selling (not Read More

What started as a great head start for August sales turned into a crap show leading up to the last day of the month for me. I had $36K booked at the end of the first week, thus needing a minimum of $25K seemed like a no brainer, right? Things happen, and I call these conditions Read More

Way back when in 1986 I went into business for myself at the ripe age of 29. I had been selling copiers for a Minolta dealer in central New Jersey since 1982, and by 1986 the owner was in a divorce, hooked on other stuff and the business just didn’t open one day and the Read More

About a month ago another sales person and I were asked to give a presentation to our sales team about sales objections and closing. I have this as an audio file however I haven’t had the time to upload it to the clips section of this site yet. We have a young team of sales Read More

Sometimes in this industry you can get so fed up with the day to day bull that you just need to put the pedal to the metal and get it done. Today was like that, sales for the better part of the month have been lackluster and it’s not from the work effort. On a day when many Read More

Believe it or not, I had someone mention to me that a CEO of a major copier company here in the U.S. looks like an “unmade bed”.  It was not until I went to a recent outing that I had a chance to meet and greet that person and truth be told, that CEO did resemble an Read More

“My pipeline is always 100,000k+ and I’m required to do 12-15 appointments per week. I’m finding the opportunities, but not winning competitive deals. (I have a small base list of 10 accounts).”   That was one of the statements e-mailed to me by a Read More

When you’ve been in the business as long as I’ve been there always seems to be that little something that you can write about. I was taught that after every order/sale I would then ask Mr. or Mrs. Right for three referrals that I could call on. Seems back in the Read More

Tough week, today was the end of the month and I had booked five appointments with my first appointment at 7:30 a.m. (really, did I need the deal that bad?). Up at 6 a.m., back to bed at 6:05 a.m., finally up and at em at 6:15 a.m. Made my way downstairs to walk the dog and watch Read More

We’ve all had the experience. You’re pushing a deadline, your anxiety is high, you need to make a few copies and get to a meeting ASAP. There is no time to spare. Everything is ticking along fine, coming together nicely, until you get to the copier. It jams. A light co Read More