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3 Characteristics Of A Selling From The Heart Professional

"The essential difference between emotion and reason, is that emotion leads to action, while reason leads to conclusions."
Donald Calne

Emotion leads to action! To increase client loyalty and retention, you may have to change your focus from client satisfaction to creating an emotional connection and experience.

According to a recent Forrester report, emotion is the most important driver behind the client experience.

According to the results of Iterable’s Holiday Quick Poll, 83% of those polled indicated that they were more likely to purchase from a brand that they have an emotional connection with.

Let's replace the word "brand" from the statement above and add in "sales professional" - of those polled indicated that they were more likely to purchase from a sales professional that they have an emotional connection with.

No question about it, emotions play a part in sales. There's the emotional side of your clients and the emotional side of salespeople.

Emotions play into the decisions we make and buying decisions are no different. Emotions and how sales professionals manage it, is the key to winning more sales.

“Emotional competence is the single most important personal quality that each of us must develop and access to experience a breakthrough. Only through managing our emotions can we access our intellect and our technical competence. An emotionally competent person performs better under pressure."
Dave Lennick, Executive VP, American Express Financial Advisers

Please key in on this for a moment...

It's not your motivation to sell, it's their motivation to buy

Have you uncovered the emotional motivators of your clients?

EMOTIONAL MOTIVATION

The Harvard Business Review listed over 300 emotional motivators including concepts such as “being seen as unique,” “enjoying a sense of well-being,” and “feeling a sense of belonging.”

Furthermore, the report referred to an emotional connection pathway describing the phases of emotional connectivity people progresses through:

  • Being unconnected
  • Being highly satisfied
  • Perceiving differentiation
  • Being fully emotionally connected

Let's all stop for a moment.... I would like for you to think about your client relationships as well as the potential new opportunities you're working on... now ask yourself the following:

  • Am I connected or unconnected?
  • Are they satisfied or unsatisfied?
  • Am I creating differentiation or sameness?
  • Am I emotionally connecting?

If you want to drive exponential sales growth, then I encourage you to get to the heart of what matters with your clients.

What concerns me is the amount of mediocrity running rampant inside the sales world.

Average salespeople are a dime a dozen.

Truly original, creative thinking, sincere, heartfelt, genuine and trustworthy professionals are hard to find.

This is why Selling from the Heart has struck a chord inside the sales world. It is about bringing honor, dignity, respect and nobility back to the sales profession.

Heartfelt professionals stand out. They are leaders: they build relationships, they connect, they cast vision, and motivate people to take action.

"It's about having the heart to rise up"

Authenticity in a world full of sales fakes is sorely lacking within the sales community.

What makes these sales professionals different from all the other sales reps?

3 CHARACTERISTICS OF A SELLING FROM THE HEART PROFESSIONAL

If you're your authentic self, you have no competition

AUTHENTIC

Authenticity is one of the biggest challenges for salespeople in a profession riddled with unscrupulous, fake and disingenuous sales reps; that quite frankly many despise. However, authenticity separates sales professionals from sales reps, and this is what buyers want!

Authenticity is about being congruent. Does your walk match your talk?

It's about moving from being seen as untrustworthy to being seen as authentic, genuine and trustworthy.

This requires vulnerability. You must be willing to get vulnerable with yourself. To build relationships and change the way people think, you need to understand who you are and what goods you bring to the table.

If you struggle to connect to the emotional side of who you are, you will struggle to connect to the emotional motivators of your clients.

Authenticity requires self-knowledge and self-awareness. A Selling from the Heart professional accepts their strengths and weaknesses. They are accountable to themselves.

They are deeply connected to their values and desires. They act deliberately in ways consistent with those qualities.

Plain and simple, at the core of a Selling from the Heart professional lies one word... CARE!

Never trade your authentic self for approval

PRESENT

A Selling from the Heart professional is self-aware and is highly capable of moving from being disconnected to being present in the moment.

A Selling from the Heart professional continually works to hone in their craft. They are not lost in the anxiety about hitting quota or where the next meeting may come from, they are present in the moment.

In client meetings, they connect through intentional and active listening.

How many in sales are present in the moment during their client meetings?

Unfortunately, many in sales are not present. You all may be present in your meetings but how many of you are truly present in your conversations?

Let's think about this... How many in sales ask a few generic based questions, listen for a few key word responses, and then pounce on the responses like a lion on their prey?

Being present in the moment is all about showing you care!

Give your clients the gift of being present

RESILIENT

Being resilient is at the core of a Selling from the Heart professional. Salespeople take a ton of hits, face a ton of rejection and hear the word "No" often. If you're to sustain success as a sales professional, you must learn to buckle down and move on.

We can ride the wave of taking down deal after deal but what happens when adversity hits?

What happens when you lose a big deal or things just don't go your way? A Selling from the Heart professional controls their temperament, understands what self-management is all about and has developed a heartfelt shield of resiliency.

A resilient professional understands there will come a time when things don't go their way.

They buckle down, hold themselves accountable and do the things necessary to prevent it from happening.

They commit to planning, preparation and practice. They commit to keeping their sales and relationship funnel full of opportunities by making prospecting a non-negotiable activity.

“No matter how you define success, you will need to be resilient, empowered, authentic, and limber to get there.”
Joanie Connell

Selling from the Heart professionals realize the work they do today will pay off for them tomorrow.

FINAL THOUGHTS

How can you adopt these characteristics to become more effective?

“The Foundation of Emotional Connection is Trust, and the Foundation of Trust is Consistency”
Deloitte Digital

Inside the Deloitte Digital study, they go onto to say,

"If brands can remain consistently trusted, they stand a better chance of deepening their connections, gaining forgiveness when they do wrong, and build stronger loyalty."

Isn't this what you want with your clients?

Therefore, Selling from the Heart is a lifestyle and not a fad.

Will you join me?

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Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).

You can get your copy here - https://www.sellingfromtheheart.net/book

Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.

With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.

This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.

You’ll also discover fun bonus materials throughout the course.

ACCESS THE MASTERCLASS HERE.

This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago

First Week of May 2007

Sponsored by EveryOne Print

Check out the banner for Cloud Print above!

Well needed was the vacation I took last week for our Stratix President's Club event.  It was good to get back with management and all of the top performers for what could be my last Presidents Club event.

President's Club is not a given, getting to the club demands a lot of hard work along with the desire to be one of the best.  Is there some luck involved?  Damn straight there is because I've always lived by this motto. "the harder you work the luckier you get". Pretty much means that you create your own luck by your desire, dedication and determination to succeed.

Enjoy These great Copier Threads from 15 Years Ago This Week!

Xerox 7665 v Savin 6045

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Just had a good account get talked into a free one month trail for a Xerox 7665. The actually had it for 6 weeks because Xerox had trouble getting it to run properly on their network. All color and black copies and prints were free! I lost the sale - long story - the young kid who I had to deal with(owner too busy to get involved) misunderstood my proposal, forgot everythig I told him, etc. and made a huge mistake buying it. If his boss knoew what he did he might get fired. I almost feel like
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FreePrinters.com Shakes Up the Printer Industry

Art Post (Guest) ·
programs offer the latest color printer technology available in the market. The latest programs focus on the new Xerox Phaser 8560 high performance color printers and multi-function printers that can print, copy, scan, and fax! The basic premise of the free printer program is, that any US based organization with good credit, can qualify to receive a free color printer or copiers with free on-site service. The only obligation to the customer is to purchase a quarterly shipment of supplies that are
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Ricoh Agenda "What Happened"?

Art Post (Guest) ·
"A Driving Force" was the theme for Ricohs National Sales Meting in Dallas, Texas. First things first...my take on the meeting...curious, Ricoh was making every attempt to assure their dealers that they are their main concern and that there will be no more "new points" of distribution. They spoke about the consolidation of Lanier Direct to Ricoh Direct and also the merger of Lanier and Gestetner Dealers to for a new National Network that will distribute Lanier Branded Systems and Solutions
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Print/Scan Controller Needed A1060

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I need a print/scan controller for an Aficio 1060. I have the print only controller in the unit and the client wants to upgrade to the scan version and it is close to the end of their lease. I am looking for a good used unit or one someone has in stock that they would like to clear. We could even exchange the current print only version if needed. We can arrange UPS shipping to Canada so it is not a problem where it comes from. Any help is appreciated. Lee Kirkby Leppert Business Systems Inc
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LAN FAX

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I have just been informed that the LAN FAX feature (fax from your PC) will not work in Apple Operating Systems. I also heard there will be a fix in a few months. Can anyone verify this?
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Ricoh Vision 2007 "First Night"

Art Post (Guest) ·
Ricoh Vision 2007 "First Night" What a town! The Hyatt Regency is my kinda place! Some interested items heard among dealers is that Global Dealers were univited from the show. I also had the chance to hook up with Drew (Mid South Digital), Jayson and Jason from A&B Business Systems. The National address is slated for 8:30AM and then followed by three break iout sessions and then the tech expo. Again, Global has dominated most of the talks and what steps Ricoh is taking to counteract. Will
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Re: Color Toner for new equipment

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Never have been on the copiers....only printers
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Re: LAN FAX

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There has never been lan fax driver for MAC's. I could see it happening with the new "intel mac's" but have not heard anything from Ricoh.
Topic

Color Toner for new equipment

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I am being told that new color copiers are not coming with atarter toners anymore. Therefore, I have to add to my sales cost a complete set of color toners unless the customer elects to go with a cost per copy contract. Is this accurate, no starter toners anymore?
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Re: 240W...trailing edge of drawing missing on print but not in viewer

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New f/w was just posted on the TSC site today. Attached is the readme file....
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Re: Out of Territory

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The only problem I have with this , is were it is going the only Ricoh Dealer is IKON.
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Re: Out of Territory

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don't make your purchasing level commitment Ricoh will hit your dealership with a "chargeback" and you will lose any pricing advantage you had. So, what to do when your client won't make the DMAP1 purchasing commitment. There's no good solution, because of Ricoh's chargeback policy and commitment level. Ever since they went from 9 levels to 6 and put a minimum commitment on level 1, "smaller majors" are SOL. My DSM told me flat-out that they wanted to discourage handling ship-outs for smaller
Member

tkern
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Re: Super Aficio League Printer Promo!!

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Printer promo bonanza, can't read your post (too small!!) Please let me know how I can access a larger copy, can't find this on aficio league
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Re: Scanning File Type

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I remember asking someone smarter than me (those people are easy to find!)this same question a long time ago. The response I received then (I think I was questioning the function on one of the early color boxes) was that when selecting TIFF / JPEG, the system makes the distinction based on whether the file is color or black & white. This may have been the "dumbed down" answer given to a salesman by an IT guy, but it may have some relevance here. Is it possible that on a black & white system the

Supply Chain Day Two........Not Really

If you didn't catch them, below are the replies from yesterdays Supply Chain Day One blog.

SSG gave us two great contributions below.....

Yesterday's replies

Toshiba Tec's recently revised consolidated financial report says it well, I think for all OEMs.

"... and on the profit front, operating profit and ordinary profit declined in contrast with the previously announced forecast owing to factors such as semiconductor shortages, soaring prices of components, tightness in international shipping transportation, increased shipping costs and delays in product supply due to COVID lockdowns in some areas of China."

If you really want to know what is going on with the Supply Chain, this is the best source from a University professor who reports on it three times a week.

...  https://www.youtube.com/channe...yBgKSiwb3WP4ACPnF5nA

... long story short, the COVID lockdowns in China has made shipping containers a mess that will not resolve before many months.

There are 100s of ships off China's coast that cannot load or off load containers.  When that does eventually resolve, the USA West Coast is going to be bombed once again with incoming container ships all arriving at the same time.

Most copiers entering North America do so via containers.  Air freight is too expensive and too overbooked for most copiers.  Diesel price has soared to record highs for trucks delivering copiers locally.

OEMs are allocating their precious chip supplies to higher value A3 product over A4.

Long Beach and LA Ports

As of this week there are forty ships waiting to be unloaded in Long Beach and LA ports, back in January it was more than 100.  SSG states that the lock downs in China because of COVID will get us to another situation where we could be back to those January numbers of more than 100 ships on the coast.

Chips

Since we're down to forty of so ships at the Cali ports and our industry in most cases is telling us it's a 3-5 month wait for those A3 MFPs. When it comes to A4 MFPs it seems most manufacturers are not providing A4 dates, and why is that?

I'm thinking it's not the ships tying up our copiers anymore but the shortage of chips. Keep in mind that's why Sharp and the relationship with Foxconn is helping their inventory. In addition Sharp made changes that they will not sell fax boards because the chips used in those boards can help the A3 production.

Tomorrow I'll be giving additional thoughts on A3 & A4 along with some sales issues I've heard about.

-=Good Selling=-





7 Paper-Based Processes Killing Your Productivity

Is X-ray vision part of your skillset? That’s the only way to find particular documents in a pile of paper easily. By digitizing these documents, you’ll be able to locate the one you need instantly without waiting for your company’s next benefits enrollment to offer a choice of superpowers.

If you're beginning an office automation project, where should you start? We've put together recommendations guaranteed to help you meet your business goals.

Common issues caused by relying on paperbegin

Finding Documents: Traditional filing systems require physical access, and time is often wasted on a trip to a file cabinet or file room looking for a misfiled document. Or perhaps the document you’ve been searching for has been sitting on your very own desk in a stack of folders all along.

How do you get the information you need today, and is the time you spend hunting for it stopping you from doing bigger, better things?

more here

3 Reasons the Office Supply Boom Benefits MPS

Business experts received an unusual surprise as the numbers for late 2021 rolled in earlier this year. Despite the shutdowns, pandemic concerns, shipping issues, microchip shortages, and other local and global problems, companies are making a concerted effort to return to the office. However, the “office” of 2021 and beyond is shaping up much differently from what was common in 2019.

Today, companies are turning to a wide range of configurations, including segmented scheduling, hybrid workforces, and completely remote work. And these new designs call for an entirely new way of stocking the most basic business needs, office supplies. The result is a significant increase in stationary sales, pens, post-its, and other standard requirements for everyday office life. Here are three ways this new office supply boom benefits managed print services and printer leasing providers.

Price Is Not All That Matters

Pandemic response taught a lot of people about convenience. And a significant part of that accessibility is leaving behind the in-person retail portion of their purchase. So, as retail office supply sales saw a very slight jump, eCommerce sales have grown seventy-seven percent over similar sales in 2019, according to NPD Group.

In years past, the primary driver for online purchases of office supplies has been price. However, recent shipping, manufacturing, and other disruptions in the global supply chain have made it harder for retail businesses to keep items in stock. As a result, even eCommerce businesses are often out-of-stock or have extended lead times. This is especially true for more specialized office supplies such as stationery, printer paper, ink cartridges, and toner.

Many companies are discovering that printing supplies are in especially high demand while toner and ink cartridges are still in backlogs at US ports. The solution for many businesses has been to find alternative sourcing options or even other options to replace their usual supplies. Today’s companies aren’t turning to eCommerce seeking a reasonable price point. Instead, they are looking for availability and an ability to deliver.

Printer services businesses such as managed print service providers and printer leasing companies have an unprecedented opportunity. As printer and printing supply experts, they have the knowledge required to efficiently and adequately source printing and office supplies. In addition, when supplies are limited, print service providers know exactly which brands and configurations offer reliable alternatives that will work appropriately with the printers and equipment running in each office.

Convenience Means Efficiency

Another big reason offices are turning to eCommerce for their supplies is the ease of use. Big online retailers like Amazon have made it simple to reorder or return. But online retail innovations go far beyond easy reorders. The past two years have also seen a significant boost in subscription services for everything from toothpaste to cat litter. Applying this option to office supplies was only a matter of time.

Printer services businesses have a unique opportunity now to take advantage of the tools eCommerce offers and convert businesses as they adjust to their new office formats. For example, converting sales orders to an online cart system provides the at-a-click purchasing for which most businesses are searching. And, once a single office and printer supply sale has been established, it is even easier to expand a long-term relationship through subscriptions. In addition, printer service companies can position themselves better if they convert all of their products and services to an online format, including help desk access and service requests.

Catering To More Locations

The most significant contributor to the sudden lift in office supply sales is the proliferation of multiple office locations through hybrid and remote work growth. Each site requires the basics for employees to continue operating at peak efficiency. Usually, this means at least some notebooks, pens, and pencils. But many remote offices also require printing access or onsite printers along with the paper, ink, or toner to operate the machines efficiently.

In addition to the added locations, different offices and workstations run through their supplies at different speeds. As a result, monitoring supply levels and arranging for timely ordering can be a struggle for office managers and administrators. In addition to keeping offices steadily supplied, availability and convenient shipping are yet more problems with which companies must contend.

Unlike the standard business, managed print services and printer leasing providers are built on the ability to provide for multiple office locations. When it comes to monitoring supply usage and configuring schedules for paper, toner, and ink, printer services companies have the technology and planning down to a tee. Now is the perfect time for printer businesses to reach out and offer to apply this knowledge and expertise to current and potential partners who may be facing the dilemmas posed by new, expanded office setups.

Whether it is offering a reliable resource, providing added efficiency, or the ability to help juggle the needs of multiple locations, print services businesses have been given a unique opportunity. As companies work to reopen in this newly transformed market, office managers and administrators need the knowledge printing experts can provide. Because the office supply boom is more than just a return to the office. It is an indicator of how hard many businesses are working to resupply and reconfigure their businesses for future success – a success made easier with a reliable printer services partner.





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