This doesn't happen often, but when it does, it's awesome!
I closed the sale in a single appointment, which doesn’t happen as frequently as it used to. On Friday, I received a lead from my Jersey Plotters site for a wide format device. It wasn’t a huge opportunity, but it was a new business prospect with better margins.
The client initially called for a service request on their HP device, and I had to let them know we don’t service HP machines. However, we kept the conversation going, and I provided a couple of HP tech support numbers that I had on hand. Naturally, I mentioned that we sell both toner-based and inkjet wide format devices, and I asked them to reach out to me if they couldn't resolve the issue with HP.
An hour later, the client contacted me again, asking for a quote on a new wide format device. We hopped on a call to discuss their needs and volume requirements. Within the hour, I sent over three quotes—two for inkjet wide formats and one for a toner-based model. I wanted to give them a range of options, from budget-friendly to higher-end.
When I followed up on Monday, we scheduled an on-site meeting for today with the decision-maker (DM). I made sure to bring order forms, though I left them blank since I had provided multiple quotes.
During the meeting, as we reviewed the quotes, I had a strong feeling that this could close on the spot. That’s when the salesmanship kicked in. Every time I asked a question, I waited patiently for the response—it felt like a classic sales scenario from the '80s. The DM’s final question was something along the lines of, "Why shouldn’t I check prices from other vendors?"
This was my cue. I emphasized the value I bring. "As a business owner, you know that anyone can beat a price, right?" He nodded. I then highlighted my expertise in wide format devices, my years of experience, and the fact that several of his industry peers are my current clients. He seemed surprised to learn that I support those accounts.
Finally, I asked, "Would you like to place the order for the wide format today?"
And yes—it was a great one-call close!
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