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.
Of significance is gaining return access to those same executives over and over again as this becomes the real sales art form. 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.
I encourage all major account copier reps to read Insight Selling by Mike Schultz and John E. Doerr. Through their research they share what sales winners do differently. Major account copier reps who are winning walk, talk and act like the people they are selling to.
According to their research with executives, the top three things winning sellers did most differently from second-place finishers were:
- Educated them with new ideas and perspectives
- Collaborated with them
- Persuaded them as this would help to achieve results
"Most people fail in life because they major in minor things"
Tony Robbins
WANT TO GROW MAJOR ACCOUNT SALES?
Successful major account copier reps build a strategic plan to develop new accounts while building a fortress around their current accounts. With daily precision they are on guard, protecting their vital assets (no not their lease portfolio) their ability to teach, tailor and take control of their own destiny as they explode past their quotas.
Ditch the Pitch! Explore the challenges your prospect faces, the goals they need to achieve, how they plan to get there and when it needs to be achieved by.
WANT TO CRUSH YOUR SALES QUOTA AND STOMP ON YOUR COMPETITION?
SUCCESSFUL MAJOR ACCOUNT COPIER REPS CRUSH THEIR QUOTAS BY TRIPLE MAJORING IN THEIR BUSINESS
They make great use of...
CUSTOMER RELATIONSHIP MANAGEMENT SOFTWARE
Successful major account copier reps appreciate their CRM as this allows their sales data to be stored centrally and delivered to them in an easy-to-follow format allowing them to monitor current client and prospect information. They don't view this as another "sales tool" or just another way for management to police their work.
Sales reps saw productivity increase by 15% when they had mobile access to CRM applications.
Top major account copier reps organize their daily schedules through their CRM and prioritize tasks to make sure customers are not ignored. This insures their key prospects are contacted on time. This alone helps to boost sales performance. They understand their CRM is the hub of all customer and prospect information. This provides them clear visibility into their current clients, their prospects, contacts, leads, tasks, events, notes and documents.
Successful major account copier reps hold themselves accountable to the activity inside their CRM.
- What kind of activities have they engaged with on a daily, weekly and monthly basis? Was it phone calls, emails, social touches, networking events or other activities?
- How many of these activities opened up conversations?
- How many of these conversations led to selling opportunities?
- Of these opportunities, how many follow-up activities did it take to move the opportunity to the next stage?
They make great use of...
CONTENT
We can all thank Google and the internet as buyers have the ability to research and make buying decisions independent of communication with sales reps. The internet has changed everything from how buyers communicate to how buyers learn and more importantly how buyers are influenced.
Successful major account copier reps recognize this as they not only engage the new digital buyer but align their online and offline resources to the buyer journey.
Top reps realize there is a new era. The era of the empowered buyer has forced them to change within the laggard sales world they live in, the copier industry.
Successful reps realize the one critical part of addressing the new buyer’s journey is not merely creating digital tactics, but focusing on how they engage prospects and even clients once they engage digitally. They realize if they can't add value beyond the information buyers can find on their own then the buyer has no reason to engage with them at all.
SUCCESSFUL MAJOR ACCOUNT COPIER REPS CREATE ALIGNMENT WITH THE DIGITAL BUYER BY GOING DEEP SEA FISHING
"Top major account copier reps have learned to become digital deep sea fishermen and content is the bait on their hook"
My friend Jack Kosakowski says it best, "Content drives value, value drives conversation, revenue is a result of both of these combined once you go offline." Content includes blogs, social posts, videos, webinars, white papers and more. All the content your company produces to engage customers is marketing collateral which can then be used inside the sales process. Posting content online (LinkedIn as an example); the most important thing to remember is you are opening up a conversation.
THE NEW MODERN SALES EQUATION FOR MAJOR ACCOUNT COPIER REPS
Deep Sea Fishing + Content / Learning x Conversations = Increased Sales Opportunities
SirusDecision site, the number one reason why sales reps were not meeting their numbers was, “Their inability to provide insight into a buyer, adding value and starting relevant conversations.”
They make great use of...
CURRENT CLIENTS
Top major account copier reps leverage their clients and ask for help! Wouldn't you agree a warm lead is better than cold lead? Referrals from happy clients are about as warm 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.
I find this crazy....
You bust your ass for your clients then why on earth would you not ask them to help you grow your business?
Learn what nex gen major account copier reps are doing here at the Major Account Sales Workshop.
TOP MAJOR ACCOUNT COPIER REPS SET ASIDE THEIR FEAR AND EGO AND ASK FOR HELP
We all face rejection in sales. It is the fear of rejection which plays a role in a sales reps reluctance to ask for a referral. Asking a client for a referral opens up potential negative feedback or "no's," and as a result, sales reps avoid it in order to keep their relationship positive. You work your ass off to help keep your clients happy, therefore; top major account copier reps have earned the right and have no problem asking their current clients to help grow their business.
“Word-of-mouth referrals stem naturally from an unparalleled customer experience that fosters clients’ identification with your brand."
Shawn P. O’Connor, Stratus Prep [source]
What major account copier rep doesn't have a big fat healthy ego? We have been trained to believe we can sell in the face of adversity. This is true as we have to in order to be successful, as we believe our sales method is the best and we can sell without any help. The notion of sales reps as lone wolf hunters means we are reluctant to ask for a referral as a referral is asking for help which depicts a potential sign of weakness. Top major account copier reps are comfortable in their own skin and ask for help.
TOP MAJOR ACCOUNT COPIER REPS REMOVE ALL OBSTACLES
In today’s highly competitive and highly connected business world, major account copier reps have to realize they serve a completely different function than their predecessors. Legacy major account copier reps who only serve as sources of information will find themselves unable to compete with nex gen major account reps who serve as translators between the generic information available online and the unique needs of the buyer.
Major account copier reps stay thirsty! They teach, tailor and take control. Even the most interesting man in the world agrees.
I get where you all are coming from. I have walked a day in a life of your shoes.
Your comments, likes and shares are greatly appreciated.
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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