My second appointment of the day turned out to be one of the most enjoyable meetings I've had recently. It involved an existing account in the last three months of a 36-month lease for an A3 color MFP. While they only had one machine, I've always found success in handling such smaller accounts.
TIP
Here's a valuable tip, especially for those new to the copier business: when quoting leases, always lead with a 36-month term. There are a couple of reasons for this strategy. Firstly, the upgrade time comes around much sooner than with a 60-month lease. Secondly, if you need to adjust the price, it's easier to do so by the lease term for a lower price. And thirdly, consider if your dealership has auto escalators in the maintenance and supply agreements.
The Meeting
Now, back to our meeting. Everything was progressing well as I presented the reasons for upgrading to a new A3 color MFP. We delved into ROI, reviewed their existing annual costs for the lease and maintenance agreement, and I even developed a spreadsheet outlining their costs if they did nothing – always good to have a backup plan.
However, things took an interesting turn when one of the clients raised a question about the color print quality of their existing Ricoh A3 MFP. They had experienced some issues with color quality, describing it as "muddled." I sensed a potential hurdle.
One of the clients handed me a color 11x17 document printed from an Excel spreadsheet. It confirmed their concerns – inconsistent colors, lack of vibrancy, and significant whiteness in the color. The twist came when they revealed that the problematic document was printed in October, while a perfectly fine one was printed in December.
Seizing the opportunity to connect, I shared my background as a tech back in the eighties, injecting some humor to lighten the mood. We discussed wide-format ink-based printers and then delved into the laser-based MFP print process, explaining the major consumable components, with special emphasis on the color transfer belt.
Turn
However, it took an unexpected turn when the client revealed that no tech had replaced anything, and the MFP had seemingly fixed itself. Puzzled, I revisited the muddled print, and after some probing, discovered that the poor print quality in October coincided with a tree crashing through the building's roof during a storm. The subsequent discussion about humidity and its impact on print quality provided the missing link.
Reflecting
Leaving the account, I reflected on the unique problem-solving aspect of my role. I couldn't help but wonder how a new rep would handle such a situation without an in-depth understanding of the print process. It reinforced the importance of knowing the intricacies of the print process and each component, not just relying on sales skills and coaching.
To all the newbies out there, my advice is to delve deeper into the print process, understand each component, and be able to explain the color print process if needed. It's a skill that can make a significant difference in your ability to address client concerns and secure deals.
-=Good Selling=-
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