Twelve Days of Selling: "Day 3"
Seventy-two hours until the close of the month, the quarter, and the year. Oh, bother!
My first appointment of the day was with an existing account that had placed a $50K order with me last month. As I arrived, our company delivery truck was already on-site, and the de-installation of their older units was underway.
This time, I brought along our "Guru of Content Management." Why? Because I had embedded two licenses of NSI AutoStore with two of the MFPs. Plain and simple, she was there to discuss workflow, and I was there to listen and learn. Even at my advanced age, I’m still all about learning more!
Our "Guru of Content Management" was incredible! She painted a vision of the future with additional workflows and encouraged the customer to discuss pain points in other processes. By the end of the meeting, the customer was ready to receive a Statement of Work (SOW) and Project Scope Agreement (PSA) for a barcode NSI workflow. They even signed off on a smaller SOW to install NSI on their server. Kudos to our "Guru of Content Management" for her stellar work!
My next appointment was with an existing wide-format customer. With a strong month under my belt, I had the flexibility to “rob Peter to pay Paul” and worked out a new deal for a wide format and copier. My client needed to consult with his partner over the weekend, but it looks promising—I expect to pick up the order on Monday!
On the drive back to my home office, I received an email from a net-new account ready to place an order. No time to waste—I called them immediately and offered to deliver the paperwork in person. The result? A $10K order. While I was there, my contact mentioned that their sister company also wants to buy from us. They’re in the market for a new wide format and copier, and I was invited to reach out on Monday.
Today (Saturday), I have a few hours to make calls and send emails. I’m already set to pick up another $10K order on Monday morning and am optimistic about closing the deal with the sister company. If I can land that order, I’ll be within $28K of my goal.
I’m leaving no stone unturned. Monday and Tuesday will be intense, but they’ll also be incredibly exciting. Let’s see how this unfolds—every second count!
-=Good Selling=-
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