I just finished working a few minutes ago.
After dinner I received an email from one of my opps telling me the model number of the Canon device I'm competing against. Thus, I needed to address this tonight, because I want to spend as much time as possible prospecting tomorrow. I'm thinking most people that I contact tomorrow will be in good spirits since Thanksgiving is right around the corner. I'm going to make sure that I convey this for my opening statement to the gate keeper, "Are you already for a few days off?" I'm sure most will answer with resounding "yes"!
Back to that Canon thing. This opportunity got hot late Friday, and this morning I had to crunch some numbers to stay competitive. I had to email those numbers over in the AM. Later in the day, I made my follow up call and found out that the DM did not have the chance to review the proposal nor tell me the model number of the Canon I was competing against.
At one point in the conversation when I asked for the model number, I was told that the system would copy and print letter and legal. I caught this and asked what about ledger size, the DM was not sure if the Canon supported ledger and then was not sure that they wanted ledger size paper or not. Just like that all of the preparation and homework could be out the window. I then stated, "ok, understood, let me get you some pricing for a device that does not have 11x17.
Thus, I spent the next hour cursing and saying WTF's because none of my A4 devices can embed a stapler. Of course, there was a Canon model that could. Thus, I found a creative way to offer up one of my devices with a stapler (you can find out how I did that here, because I'm not sure if my comp is reading this).
Which leads me to tonight, after receiving the model numbers I checked out the specs and sure enough the devices were A3 black. Whew! The last 45 minutes was spent making my own side by side analysis, when I was finished I sent that off the client at 10:15PM.
Today was riddled with emails from clients and admin. I was able to schedule one appointment for next week, and scheduled my time in the demo room for those print samples that I need. In total, I didn't make many calls for prospecting, but I was able to whittle down a list of who I want to call over the next couple of days.
I have two days left in the month, tomorrow is dedicated to gathering appointments for next week. My goal is five. Wednesday a few more calls in the AM. I'm still hoping I can close another $10K or so for the month.
It's late, I'm out, got work in the AM.
Amount Sold Today = $0K
Total Revenue to Date = $103.5K
New Opportunities Created Today= $5K
Total New Opportunities Created = $239K
Revenue Required to hit 200K Goal = $96.5K
Lost Opportunity Today = None
-=Good Selling=-
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