MFP Copier Blog

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"The secret to renewal and true confidence is simple: Get back to the basics."

Tim Sanders

Are you confident in yourself? Are you disciplined enough to do the things necessary for you to soar to new sales heights in 2022?

Sit back and reflect upon the following question...

Could you enhance your sales results and become even more successful, if you consistently mastered the basics?

Vince Lombardi, the legendary Green Bay Packers coach, once said that football comes down to only two things: Blocking on offense and tackling on defense, and those are the basics his teams spent 80% of their time on in practice.

How many of you spend 80% of your time practicing the basics?

Unfortunately, the sales world is full of impatient and short-sighted salespeople. Way too many of you are chasing shortcuts, automation magic and excuses; before mastering the fundamentals.

Excuses stunt sales growth

The greatest skill you can master is simple... just do the work. And it is for this reason, most of you don't need more time, tips, or better strategies. You just need to do the real work and master the basics.

Are you willing to double-down on the fundamentals and the basics that will ultimately lead you to sales success?

Sad but true, most salespeople will avoid the fundamentals just like the plague because they don't have the guts to become great at them.

Amazing things start to happen when you eliminate the unnecessary crapola and excuses.

"Success is neither magical nor mysterious. Success is the natural consequence of consistently applying the basic fundamentals."

Jim Rohn

Stop the magical mystery sales tour. Stop letting your ego and excuse making get in the way of what must be done.

I know how hard it is for you to say, “I’m focusing on the basics, but guess what, I haven't made much progress on them yet.”

How many of you will commit to doing the basics in 2022?

BACK TO THE BASICS

Your success depends on how well you commit to mastering the basics. Are you willing to make the basics nonnegotiable?

Regardless of the sales language of your company, the company culture, the products, or the industry; mastering the basics becomes the key to your sales success.

Success is more than circumstance or coincidence. Success does not just happen. It begins with the basics.

"If you can't do the little things right, how can you do the big things right?"

Basics, the universal language of businesspeople and language many in sales must comprehend.

Basics provide the foundation for all sales success.

Think about this for a moment...

We are asked to give “basic ideas,” “basic info,” or “explain it to me like I’m in elementary school.” We break down things into basic, bite-size chunks, so wouldn't it make sense to train ourselves in the same manner?

I believe applying the basics in 2022, will allow ordinary salespeople to do extraordinary things. It paves the way for sales reps to become sales professionals.

Believe in the basics, execute the basics, and succeed with the basics.

Follow along with me as we get back to the sales basics.

READING

Imagine what you can learn through reading.

As you read, your mind becomes engaged. What you read may influence your conversations.

Think about how this can help you drive better business conversations with your clients and advance new opportunities.

Here is some simple math...

Let's say you read 20 pages of a book every day during the week, now follow along with me... This equates to...

100 pages per week - now imagine each book is 200 pages

This is two books per month and by the end of the year this is an astonishing 24 books!

Leaders are Readers

How well are you leading your clients?

Feed your brain to kick start conversations. Think about reading what the people you want to communicate with read.

An educated mind brings ideas to the forefront and thus gets invited to the business table

Where do sales professionals get these ideas? It comes from reading.

Sales reps sell products. Sales professionals deliver ideas. Ideas come from reading.

Imagine the conversations you could start with your clients... Imagine the knowledge you could impart on them... Imagine how they would view you.

Now think...

• Are you driving engaging conversation?
• Are you reading to learn?
• Are you sharing what you're reading?

Reading provides sales professionals what they need to have competent conversations

Give your clients a gift in 2022. Give them your knowledge and insights based upon the books you read.

WRITING

I believe salespeople can write. We all have the capability of writing; it's how well we practice it and what we do with it.

Embrace your self-limiting beliefs when it comes to writing. Take the necessary action steps as it may open sales doors and business conversations. Isn't this what you want?

How well you communicate is critical to your sales success but how well you write about it will be catapult your success.

A few years ago, Josh Bernoff, author of "Writing Without Bull****" published this article on the internet, "Bad Writing Costs Businesses Billions" -

"I emphasize the importance of writing by quantifying the annual cost of poor writing to U.S. businesses at $396 billion—and that could be an understatement of the effects of poor writing skills."

Writing opens conversations. Writing attracts prospects. Writing opens relationships.

Here's an idea... Gather the top questions you're asked or you hear from your clients during your meetings and answer them in short format social posts or create articles.

Potential opportunities could open as those doing research online could end up engaging with it.

There is power in video but when combined with writing, this becomes a 1-2 growth catalyst

Lastly, no one can write your sales story, so write it yourself. Rise above the noise.

ATTRACTION

Many of you might be wondering... Is attraction a basic? I believe you will see how this plays out.

Inside a digitally driven, highly connected and socially networked business world... How well are you leveraging attraction and influence to assist you in kick starting business conversations?

What are you doing to attract people into conversations with you?

You must leverage content as conversation bait to help facilitate business conversations.

How well you reel in conversations will determine what happens to your sales funnel.

All this content comes from the ideas you get through reading, then sharing the ideas through writing.

What can you do with the law of attraction? How does this fit into your prospecting approach? Position yourself and leverage the power of social to kick start conversations.

Gandhi once said,

A man is but the product of his thoughts. What he thinks he becomes."

As you connect and converse with your audience; share with them what you're reading, educate them and help by guiding them in the right direction.

Point them to your LinkedIn profile. This is where you can promote your story, how you have helped your clients and what your prospects can expect when they engage with you.

The transition to fruitful conversations blossoms.

DO THE BASICS

Swallowing your pride, dedicating the time and having the discipline to get the basics right is invaluable.

Practicing the basics, it is easier said than done. Quite often, the basics are, well basic.

Without the basic sustenance, how could you hope to do anything which requires greater attention and energy?

“I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times.”

Bruce Lee

Chasing the shiny bullet and finding the short cuts with the least amount of work, doesn't pan out in the long run.

Reframe your attention in 2022 and get back to the basics.

Shiny objects and tricky sales tactics may occasionally work, but tricky sales tactics are built upon a façade, not fundamentals. It is time to get “back to basics” and stick with what works.

My challenge to all of you... will you be willing to refocus your effort. There's work to do and it starts with sales 101.

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social and Selling from the Heart inside the sales process.

You can follow me on LinkedIn, Twitter, Facebookand on my podcast by clicking on Selling from the Heart.

Three hours left on the east coast till 2022.  I'll be sleeping

In recent days I've seen many in our industry looking to post some type of content for the end of the year.  The last two to three weeks has been horrid for those that follow our industry and need that daily dose of press releases to be relevant. Many have taken to some less than exciting interviews as well.

Truth of the matter is that much of the content is not something that I want to read about, and especially I don't want to read about how many hits your content has gained, or what were your top press releases for 2021.

There's a couple of us that put original content out on a daily and weekly basis, we know who they are.

2021

The year is over, it's not past history in sales.  We all understand that we are only as good as our last day, week, month, quarter or year.  Thus looking back does nothing!

2022

If you want to write then let's write about 2022 and how 2022 is going to another kick ass year.

Let's put on on creative hats and think about what 2022 can be rather than looking back on a year that is NO MAS!  Give us ideas, hope and let's get out of the box and make 2022 a fantastic year!

Look for our prognostications for 2022 on January 3rd!

-=Good Selling=-

I forgot all about this interview and the Erik Cagle did a great job with this. Starting year 42 in less than 4 hours!#sales #copiers #mfp #officetechnology #officeequipment

If you’re reading this, chances are quite good that you’ve already heard of Art Post. He has become a ubiquitous presence in office technology circles through his blogging, motivational speaking and Print4Pay Hotel online community of more than 2,600 industry professionals. A sales extraordinaire who has enjoyed the most successful campaigns of his 42-year career in the teeth of the pandemic, Post has plied his craft with Stratix Systems in Wyomissing, Pennsylvania, for the past 23-plus years.

His stories are renowned for tying together the past and the present, and he’s written on essentially every aspect of the office dealer experience. Given the significant changes that have transpired in office technology since the early 1980s, Post is uniquely qualified to offer a broad perspective of where the sector has been and where it’s going.

Post qualifies as an ENX Magazine Difference Maker on several levels because...read more here

If you liked the video please like and subscribe for future updates and my quest to reach 1,000 subscribers in 90 days.

Five Reasons I’m Stoked about the KIP C600 Color Plotter

Every now and then one of those technology marvels cross my life.  I can remember the awesome IBM Selectric II Typewriter (so many years ago), the Minolta 450Z, our much loved Ricoh MP 240W (wide format plotter) and now the incredible KIP C600 color plotter (wide format).

I’m a tech junkie and any phrase that starts with “State of the Art Technology” has my attention!

1. KIP utilizes contact control technology which enables the KIP C600 to control the placement of toner particles.  Controlling these particles at each stage of the image development allows for the greatest level of color and black image quality.  What it means to you is awesome print quality day in and day out!
2. In many cases wide format users only want to copy or scan a certain portion of that wide format blue print or black line drawing. Why print the entire document when you can cut, or crop the image you need?  With workflow automation our KIP C600 allows you to control what portion of the pages that you would like to cut or crop any image. What is means is that clients don't have to waste toner or paper when all they need to print is a portion of the drawing!
3. Color scans and copies that can last a lifetime. Another CCT technology feature allows the KIP C600 to produce prints that will hold up to friction, heat, scratching and everyday handling of documents. The CCT technology enables the LIP C600 to produce waterproof, smear proof, V resistant, highlighter safe and archivable documents. This means that your documents are made to be used in the field and clients don't need to worry of the lost f printed data points.

1. KIP Cloud Connect allows multiple users to connect multiple cloud platforms like Box, DropBox, OneDrive, GoogleDrive and MS SharePoint. Some of the other cool features are;
   1. Print from KIP Could Connect
   2. Scan to KIP Cloud Connect
   3. Unlimited Cloud Connections
   4. Choose files from Multiple Cloud Sources for Single Print Job
   5. Collated Print Sets
2. Print only plotter is available and it’s awesome because on many occasions there are clients that have existing high end scanners that they would like to complement with a color plotter.  In addition having a print only device saves the client money because a scan and copy feature is not needed.

When you compare apples to apples and feature for feature there is no other dry toner color wide format device like the KIP C600.

-=Good Selling-

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