5 Habits of Highly Ineffective Copier Salespeople
Many of us in the business community grew up influenced by Stephen Covey’s classic book, The 7 Habits of Highly Effective People. It’s both insightful and inspiring.
With that in mind, I’d like to introduce you to "5 Habits of Highly Ineffective Copier Salespeople":
1. Be the Most Talkative Person in the Room
You know everything there is to know about copiers, so why bother asking the customer any questions that might help you understand their needs? Just keep spewing information and avoid listening to what the customer actually wants or needs.
2. Sell What Makes You the Largest Commission
You can earn extra money by selling a color unit and even more by signing the customer up for "x" number of pages each month. Who cares if they only need a monochrome system and a contract for 1,000 pages a month? Convince them to lease a system that far exceeds their needs and lock them into a contract for 10,000 pages per month—after all, you’ll make more money!
3. Focus on End-of-the-Month Deals
“My price is my price—until the end of the month when all bets are off.” Who cares if the customer is price-conscious or asking for an ROI spreadsheet? Your price is the best, and they should just accept it. After all, you’re always right, and the customer is just trying to haggle for a discount.
4. Interrupt and Dominate the Conversation
Don’t be the salesperson who listens. Cut the office manager off as soon as you can to show off your industry expertise in front of the CEO. Finish their sentences with your “infinite wisdom” and make sure to bad-mouth the competition every chance you get.
5. Complain About Sales Leads
“It’s not my fault! I’m not getting good leads; these people only care about price, or they’re only interested in small systems. They don’t hand me the order when I walk in the door.” Why should you have to find new customers or tailor solutions to meet their business needs? It’s easier to just complain and blame the leads.
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