What's the Golden Rule when selling office equipment? Know your competition or least what they are quoting.
Ever notice every time you walk your dog that he or she stops at every tree, telephone pole and fire hydrant, ever wonder what they're doing?
They're checking out the competition. Who's who, whose doing what, who was here and where ya been! Amazing that dogs can find all of that out in a few whiffs .
We as sales people need to know the competition as well, what they're up to, what's their current maintenance pricing, leasing rates (did you know you can figure out the lease rate by backing out the payment), special promo's, or just how they are positioning themselves with the client. I just had a quote given to me a few days ago and there was some good value statements from a competitor that I'll change it up a bit and use for my quotes and proposals. Thus being able to read the quotes and proposals from the competition you may be able to tweak your proposal and borrow from others!
Here's some threads I've uploaded to the P4PHotel Message Boards, click the links and you'll be brought to the page.
Konica Minolta bizhub c654e pricing.pdf
Ricoh MP C305SP proposal quote.pdf
Sharp MX-M453N Pricing_Proposal.pdf
The Print4Pay Hotel includes boards for Ricoh Family Group, Kyocera, KonicaMinolta, Sharp, Toshiba, Canon, Muratec and Xerox.
-=Good Selling=-
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