70% of office equipment sales reps do NOT include any solutions in their MFP proposals was a recent survey that was published with ENX Magazine.
In addition these statements came from that article.
Suggests that sales reps focus on:
- Focus on the big picture benefits of the hardware/software/services working in concert
- Do not get bogged down in specs and features of the solution
- Offer all-inclusive monthly payment, instead of separating hardware and
solutions
80/20 Rule
My first thought is that 30% of the reps are including pricing and or information for the solutions.
When we think about the 80/20 rule it tells us that 20% of the reps are making the 80% of the commissions. Thus I don't think 30% of reps selling or offering is a terrible number, however there's a lot missing when it comes to solution revenue, and solutions that create sticky clients for multiple years.
I'm one of those 30 percent reps and in most cases I'm always pitching solutions to my clients. My reason for offering solutions is pretty simple on a couple of different points.
If I'm not selling solutions then my competitor is.
I will also look to offer the best opportunities to my clients to make my products or values be a difference maker. It's not about copy, scan, print and fax anymore, it's more about digging down with the client and finding issues that make their job take more time. If I can pin point that issue and have that client buy in, then our solution makes sense then it's an additional check in our column for when it comes time to purchase.
Focus on the big picture benefits of the hardware/software/services working in concert
I can agree with the bigger picture of the hardware/software/services working in concert but we still need to keep an eye on our competitors. I like to say that if I find a competitor that's not offering a valued solution to the client then I'll find a way to talk about how the combination of the the MFP and solution will make a better option.
Do not get bogged down in specs and features of the solution
You need to understand the specs and the features of the solution before you can offer an option that will work for the client. So to tell a client that we have this great PaperCut solution that will save you $2000 a year is not going to convince the client that they need the solution. The rep that takes the time to explain the specs and features will score points with the client so they can decide if the solution is something that will help them.
Offer all-inclusive monthly payment, instead of separating hardware and
solutions
In recent months it seems that the all-inclusive maintenance/lease payment is picking up steam. Adding $15, $25 or $50 per month per device is a simple way of delivering a simple billable delivery to the client. We do need to make sure that those amounts per month can be billed as pass through. Thus the client is not paying interest costs with the current lease.
Back to 70% don't include or offer solutions
Most of the industry manufacturers have been horrific when offering vendor solutions to our dealer vendors. We've seen solutions launched time after time to only see those solutions fail and discontinue in a couple of years. Dealer vendors and dealer salespeople will find it hard to go back to those clients with addition solutions that failed the first solution offering.
Solution Offerings
What I find is that there is not enough time being spent by either the dealer or the manufacturer about the subscription solution. If more time was spent by both the dealer rep and the dealer rep (rolling pricing and programs out to our sales people) would make a big difference helping sales people understand their solutions better. Better understanding allows the reps to offer additional options to our clients.
Would love to hear from others
-=Good Selling=-
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