What can you do as a major account copier rep to become the true master, the expert sales rep in the eyes of your clients and prospects? How can you fast-track your process to becoming a true master of your craft?
First, realize there’s no graduation process in sales. You’re not studying a certain number of years until your get your degree. There’s no such thing as a PhD in Sales because you can never stop learning.
Becoming the best major account sales rep requires perpetual practice. You need to study the sales game mentally, physically and emotionally pretty much every single day of your life.
Successful major account copier reps are innately curious. They have a deep-seated, burning desire to learn and grow not just financially but deep within them; intellectually, emotionally and spiritually.
Major account copier reps must become lifelong learners. It all starts with studying yourself. Make self-analysis a regular habit. Study yourself first before you study others. The biggest opportunities to improve your sales game are hidden inside yourself.
THE MAJOR ACCOUNT CHALLENGE
One enormous challenge major account copier sales reps face centers around securing net new meetings with C-level executives. Gaining a first meeting with senior level executives is relatively straightforward, as you must have a strategic plan along with some personal chutzpah.
Executives don’t waste time with people who add or bring zero value. Even more challenging is building the type of trusted relationship where the executive will call you to discuss issues unrelated to anything you might be selling, but these issues are on their mind as they hope you will have the insight because they respect you as someone who has the pulse on what's going on.
How do you overcome the major account challenge? Where do you start? It starts with your brand and how you as a Major Account Copier Rep look in the eyes of your clients and prospects.
3 AREAS MAJOR ACCOUNT COPIER REPS MUST MASTER IN ORDER TO CRUSH THEIR QUOTA
As a major account sales rep when your LinkedIn profile offers no clear path for visitors (your prospects or clients), that's the exact impression you give about you and your ability to help their business. You start affecting their thought process.
YOU MUST LOOK LIKE A MAJOR ACCOUNT COPIER REP ONLINE
With nearly every business transaction in the United States today starting out as an online search or visit to a website, how much major account business are you potentially missing out on because your LinkedIn profile has a broken window? When referring to “nearly every transaction,” that’s because "89% of B2B transactions begin online", according to Google research.
As a major account copier rep, you come to work wearing business attire then why on earth do you look like this online?
Now, go ahead and take a look at your LinkedIn profile and ask yourself...
Would I buy from me based on what I currently see on my LinkedIn profile?
Do I clearly articulate my value to my clients and prospects?
If the answer is NO, then I urge you to ask yourself, “What am I doing to repair the major cracks within my LinkedIn profile?"
YOU MUST SOCIALLY SURROUND YOUR CURRENT CLIENTS
A frequently-cited stat from the CEB is on an average there are 6.8 people involved in today’s B2B purchase decisions. Driven by a decentralization of organizational structures, these people may be distributed across different divisions within their company or even locations.
Major account copier reps make a promise to develop relationships with at least 6.8 people inside their current accounts. They must strengthen the personal relationship as well as their social relationships with their current clients. Major account copier reps must build a social fortress around their current clients.
Say with me... I as a major account copier rep will connect to at least 6 people inside each one of my current major account clients
Each contact inside your current major accounts has different agendas, motivations, and preconceptions. Major account reps who fail to build strong ties to any one of these people could see important deals collapse, relationships lost and more important revenue loss.
Major account copier reps must promise to make client obsession part of their personal culture. It is about building relationships within your current major accounts. Always be looking for blind spots within your current accounts.
If you lost any one of your top 5 accounts, how would you get to your budget number?
YOU MUST LEVERAGE YOUR CURRENT CLIENTS TO GROW YOUR BUSINESS
Major account copier reps must leverage their clients and ask for help! Wouldn't you agree a warm introduction from someone who knows, likes and trusts you validates the relationship you have built? Referrals from happy clients are about as good as it gets, correct? In fact, a Dale Carnegie study found that 91 percent of customers would be willing to give referrals if they were asked. Unfortunately, only 11 percent of sales reps actually do ask.
The right activity + enhancing the skill set + daily habits = Sales Success
Major account copier reps must get comfortable in their own skin and ask for help. Your long term sales funnel (not your long term lease end funnel) will determine your success. Here is how the right activity can catapult your success.
Before I share the secret, please answer the following question...
How many net new business meetings versus current client visits are you going on per week?
A major account copier rep handles 75 current accounts and connects to 6 people inside of their accounts has now created 450 prospecting opportunities all around people who know, like and trust them.
Every week you will take one relationship within three current accounts and mine their LinkedIn connections looking for five people to be introduced to; edification.
1 single current account contact x 3 = 3 current client connections to mine
3 connections x 5 new people per connection = 15 new introductions per week
15 new introductions per week x 4 weeks in a month = 60 new prospects
60 new prospects per month x 12 months = 720 new prospects to build a relationship with based on a common connection.
At a 5% conversion ratio this equates to 36 new sales opportunities added to your major account sales funnel.
By asking for introductions from people who know, like and trust you; what could you do with 36 new sales opportunities?
Successful sales reps focus on their unique value and target prospects which will have the greatest impact on their business and their quota! The answer lies right in front of you, it's your current clients.
I’m excited to be a co-leader of the Major Account Sales Workshop April 10-11, 2017 with Darrell Amy. If you are a copier dealer that wants to grow major account sales, you don’t want to miss this. Info at www.majoraccountworkshop.com.
I understand where you all are coming from. I have walked and continue to walk a day in a life of your shoes.
I am fully committed to helping your sales team integrate social selling aspects into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.
"I highly recommend Larry Levine & his training to use LinkedIn to grow your pipeline. The strategies he shares & information will work as long as you apply what you have learned. Case in point, Larry was at our office training our sales staff on LinkedIn on December 16th, 2016. Since then I have increased my net new connections by almost 100 people. Using his mining strategy, I have new connections which have yielded net new appointments with C-Level contacts. My pipeline adds have increased to a potential revenue of $420,000 in net new business opportunities with a mixture of MFP's, MPS, capture scanning solutions & backfile professional services."
John Puentes, Document Systems
In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image
You can find more blog posts inside the Social Sales Academy website.
I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy
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