12 Days of Selling

Twelve Days of Selling "Day One"

Art Post · 12/23/1411:34 PM

I started this series of blogs with the title, "I Want It All." For those of you old enough to remember, that was the title of a splendid Queen song from 1988.

I grew up with the attitude of wanting it all, and throughout the years, I pretty much always got what I aimed for. Some may call it luck, some may call it fate, but I believe it's the fire of desire burning inside that drives you to fruition. I also believe that everyone has that fire of desire within them, but most don't realize it, and some may never discover it—or only find it when it's too late in life.

For me, an event early in life triggered my desire to be GREAT at something. It just so happened that I chose the copier industry.

The embedded picture on the left of this blog is another nod to one of my favorite sales songs: "Under Pressure," recorded in 1981 by David Bowie and Queen. As the saying goes, "When the going gets tough, the tough get going."

Sales, by its very nature, is pure pressure. Over the years, I've learned to cope with it and not let it turn me into a wishy-washy, whining salesperson. Yes, I’m sometimes known as the curmudgeon of the office, but that’s because I get so upset with myself when I fall short of my numbers. You see, I know I’m better than that!

Alright, enough of that.

The last day of the month—December 23rd—was a bit of a bummer. I made my calls, but 95% of the people I needed to speak with were unavailable or too busy to talk (I get it—payroll is critical, especially during a short holiday week).

I managed to close a small A3 monochrome printer order, but at the last minute, a net-new customer for a wide-format printer threw me a curveball. He said he needed me to either give him money for his old X510 or find a buyer for it before he could move forward with my system. Unfortunately, it was too late in the day to make that happen. Looks like this deal will roll into January.

As a result, I fell short of my goal of selling $185,000 for the month. I estimate I came up $20,000–$25,000 short. I didn’t make the club—unless one of our bean counters finds a mistake when the numbers are double and triple-checked (hint, hint: come on, bean counters, help me out!).

However, I have a lot to celebrate:

I achieved the highest monthly revenue of my career.
I also had the highest quarterly revenue of my career.
According to my math, I’ll receive the best commission check in the last 25 years!

I have plenty to hang my hat on this year. I’ll likely finish with the top sales revenue for the year and may have squeaked out the top new business sales award for the second year in a row (though I’m not sure; it might come down to just a few dollars). I wouldn’t mind losing, though, as the rep who might win is awesome and truly deserves it.

Over the next few days, I’m planning to wind down: no shaving, no waking up early, no answering the cell phone, no driving—just recouping for 2015! After all, we all know you’re only as good as your last sale.

-=Good Selling=-

12 Days of Selling

Twelve Days of Selling "Day 2"

Art Post · 12/22/149:12 PM

Mele Kalikimaka is the thing to say On a bright Hawaiian Christmas day!

I heard this cheerful tune on my way to the office today. Every time I hear it, I’m instantly reminded of Clark and Ellen Griswold—and, of course, Cousin Eddie!

Yesterday (yes, it was Sunday), I dedicated about four hours to planning for Monday. I sent out at least 25 emails to prospects, and believe it or not, I received two replies on Sunday! While neither response led to a sale, the emails served as seeds planted for future opportunities. I also updated my CRM with 25 scheduled calls for Monday.

Morning came quickly—6 AM snuck up on me faster than I anticipated, probably because I didn’t get to bed until midnight. By 6:45 AM, I was on my way to the office and managed to get there before 8 AM. Surprisingly, the lack of traffic made the commute smooth. Though it was a quiet drive, I felt ready to tackle the day.

The past few days have been a whirlwind, starting with the net-new order I signed on Friday. This morning, I added yet another win: an order for a wide-format MFP and an A4 MFP. However, the best surprise of the day wasn’t hardware-related—it was a 40-hour block time order for professional services. Small in size but significant in meaning, this order made me feel like I’m on the verge of something really, really big!

The day was a blur of activity:

Placing phone calls
Writing and processing orders
Following up on deliveries
Emailing prospects and responding to emails
Crunching numbers
Taking calls
Even lifting a couple of machines (thank goodness for those years of hauling potato sacks as a young adult—my back owes them a debt of gratitude!)

Early in the day, I thought I had my number locked in, but reality hit hard when I realized a $40K deal I had counted on for this month should have been marked as a $19K deal. Ouch. That mistake put me $24K short of my goal with just one day left to close the gap.

As I write this, an email just came through for a $1,500 order—not huge, but it’s something. While I may not hit my annual goal, I’m proud of what I’ve accomplished this month:

Almost 300% of my monthly quota
On track for 166% of my quarterly quota

Not bad at all, especially with one day left—5% of the month remains, and anything can happen!

Here’s to making the most of every minute in these final hours. Let’s see how it all plays out!

-=Good Selling=-

12 Days of Selling

Twelve Days of Selling "Day 3"

Art Post · 12/20/1410:43 AM

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=-

12 Days of Selling

Twelve Days of Selling "Day 4"

Art Post · 12/18/1411:05 PM

What a day! We've all had those days where, by the end, you're completely mentally exhausted—and today was one of them for me.

The morning started with picking up another order. By 11 AM, I was at the office, ready for the next task: giving a demonstration of NSI AutoStore to our DSM. To my surprise, I gleaned some excellent additional insights during the session. It’s always a good day when you learn something new!

Tomorrow, two systems with AutoStore are being installed. While the initial workflow will simply involve "browse to folder," I’m also meeting with the same client to pitch more advanced workflows, barcodes, and creating forms directly from their ERP. I’m determined to get them to my office for a workflow demonstration we’ve set up specifically for HR and AP—it’s an eye-opener for most clients.

Later in the afternoon, I admit I let my emotions get the best of me over something beyond my control. It happens to the best of us, and I’m moving forward with a clear focus.

Now, with 72 hours left in the month, here’s the game plan:

Tomorrow: I have an appointment for a $17K opportunity, followed by a full day of phone calls.
Monday morning: Picking up another order early.
Saturday: Absolutely working, because I know the closer we get to Christmas, the more I’ll hear every excuse under the sun about why things can’t happen next week.

At this point, I estimate I’m about $50K short of my goal with $80K in opportunities still on the table. The finish line is near, and it’s all about making the most of every opportunity.

-=Good Selling=-

12 Days of Selling

Twelve Days of Selling "Day 5"

Art Post · 12/17/1411:26 PM

Twelve Days of Selling: "Day 5"

Day Five had me running on fumes—I couldn’t get to sleep until 2 AM! Despite the groggy start, I made it to my first appointment at 9 AM in Red Bank right on time.

The meeting was with a net new customer. I delivered my usual pitch and even helped the prospect troubleshoot an issue with their existing wide-format device (unfortunately, not one of ours). While there wasn’t an immediate sales opportunity, I planted a seed that I’m confident will sprout in the near future.

After leaving the appointment, I realized I had left my cell phone at home. A quick detour back to the homestead cost me some time, and I didn’t return to the office until noon. The afternoon was a whirlwind of activity: making calls, sending emails, following up on deliveries, and handling all the usual tasks that come with the job.

A few highlights:

Surprise Order: I received an unexpected order for Block IT time, which was a pleasant bonus.
New Appointment: I scheduled a Friday morning meeting with a potential customer interested in wide-format and A4 devices.
Exciting Lead: A former customer reached out, expressing regret about leaving us. They’re in need of a new color copier and are also considering one of my pre-owned wide-format systems. This opportunity has real potential to close within a few days.

There was a small hiccup, though. I discovered that one of my orders from last month hadn’t been booked and got rolled into this month—nearly $10K. While frustrating, at least it adds to this month’s numbers.

With four days left in the month, I’m starting to see a glimmer of light at the end of the tunnel. There’s still 20% of the month left, and I plan to make every day count.

-=Good Selling=-

12 Days of Selling

Twelve Days of Selling "Day 6"

Art Post · 12/16/1411:32 PM

Twelve Days of Selling: "Day 6"

Tuesday kicked off with a productive morning working from my home office. I spent some time responding to emails and planning for the day. Two appointments were on the schedule: a 10 AM meeting to finalize paperwork for a small order from earlier in the week, and a 2 PM appointment later in the afternoon. In between, I planned to visit a few existing accounts and stop by some net-new prospects.

After securing the signed paperwork at my first appointment, I dropped by a local print shop. I had a great 30-minute conversation with the owner, who expressed interest in a color envelope press. However, they weren’t quite ready to commit to the $16K investment. Interestingly, the shop prints New Jersey State prescription pads and then embeds barcodes and doctor names using a color laser printer. The owner also shared a cool security feature: an RX logo that fades when touched (due to heat) and reappears when the finger is removed.

As I was heading out, one of the press operators stopped me and asked, “Do you sell copiers?” My reply: “Yes, how can I help?” He mentioned his church needs a new copier and, as a member of the board of trustees, he’s involved in the decision. They plan to make a purchase in January 2015. Woohoo! A new lead!

I visited two more accounts, but neither had decision-makers available. With some time to spare, I returned to the office to process the earlier order. My 2 PM appointment was rescheduled to 3 PM, and as I neared the location, I got another call pushing it to 9 AM tomorrow.

At that point, I was just three miles from home. The temptation to call it a day was strong, but I decided to visit one more existing account. It paid off! The decision-maker was available, and I may have an opportunity to upgrade their old HP MFP (11x17) before the end of the month. They’re frustrated with the system and ready for a change. Fingers crossed I can solve their pain this week.

The month isn’t over yet, and I still have some ground to cover to hit my numbers. Onward and upward!

-=Good Selling=-

12 Days of Selling

Twelve Days of Selling "Day 7"

Art Post · 12/16/1411:11 PM

Twelve Days of Selling: "Day 7"

Who really likes Mondays? Back to the grind, I started the day updating my CRM and syncing data to get organized.

With no appointments on the schedule, the entire day was dedicated to prospecting. Out of the six emails I sent on Saturday, not a single one led to a customer connection.

It happens, right?

There’s an old saying in baseball: you need to let the ball come to you. With that in mind, I decided to dial it down a notch, be patient, and see what opportunities might come my way.

After a few hours, I received an email from a customer ready to move forward with a small order. We scheduled a meeting for tomorrow morning—progress!

Later in the day, I learned that a colleague I’ve worked with for four and a half years had resigned. To be honest, I’m going to miss him. He’s young enough to be my son, but over the years we developed a fantastic working relationship. He was always a pleasure to be around, and I enjoyed sharing my stories and industry knowledge with him. While I’ll miss his energy and camaraderie, I know he has bigger opportunities ahead, and I wish him the best.

-=Good Selling=-

12 Days of Selling

Tweleve Days of Selling "Day 8"

Art Post · 12/16/1410:50 PM

Twelve Days of Selling: "Day 8"

Day eight was unlike any other day of the week—because it was Saturday!

I didn’t get a chance to sit down at my PC until about 3 PM, as most of the day was spent finishing up the outdoor Christmas decorations. Once those were done, it was time to focus on work.

I put in about three solid hours identifying accounts I’ve touched in the past where no sale was made—either by me or the competition. From there, I ran six different pricing scenarios and emailed them out to see if any of these prospects would be open to meeting. My plan is to follow up with calls during the week to try and schedule some appointments to discuss their needs further.

Monday is shaping up to be a busy day. With Christmas and the end of the month fast approaching, the clock is ticking!

-=Good Selling=-

12 Days of Selling

Twelve Days of Selling "Day 9"

Art Post · 12/14/149:33 PM

Twelve Days of Selling: "Day 9"

Ah, Day 9!

Last night was the Stratix Annual Holiday Open House event. It kicked off at 6 PM, and while I’m not sure when it officially ended, I was out of there by 11:45 PM. Thankfully, I got a ride across the street to the hotel—a relief, as you never know what might happen in the rural parts of PA.

After breakfast at the hotel, I stopped by the corporate office to check out the aftermath of the event. The caterers were still busy cleaning up, and everything from the night before was already just a memory. With that, I set off on my three-hour drive to our New Jersey office.

I arrived around noon, still nursing a slight headache thanks to a bit too much tequila the night before. By 1 PM, though, I was back on track and diving into my CRM. The closer we get to the holidays, the harder it becomes to get in touch with decision-makers at existing accounts. Still, I managed to uncover a soft prospect in an unexpected way.

One of our customers called, desperate for wide-format paper. They had ordered it from another source, but the delivery never arrived. Since their location was only half a mile from my home, I brought them the paper they needed. While there, I had a quick chat with one of the employees and asked when their fiscal year ended. I found out it’s the end of this month—a golden nugget of information!

This account still uses an older Ricoh 240W paired with a Windows XP PC for scanning and printing. I pointed out that it’s a ticking time bomb and suggested they consider upgrading now, which could also help reduce their tax liability for 2014.

As soon as I finish writing this, I’ll be sending an email to the owner to state my case. Fingers crossed—if this pans out, a new wide-format order could bring in significant revenue!

-=Good Selling=-

12 Days of Selling

Twelve Days of Selling "Day 10"

Art Post · 12/13/1410:31 AM

Twelve Days of Selling: "Day 10"

Today's agenda was simple: get an oil change and two new tires on the car. The reason? I was headed to the Stratix Corporate Holiday event at headquarters in Wyomissing, PA.

I arrived at the office just around noon and dove straight into my CRM. I was focused on identifying existing accounts that might have an upgrade path before the end of the year.

Three hours went by in a flash! Before I knew it, it was 3 PM, and with a three-hour drive ahead of me and snow starting to fall, I knew I had to head out. My last phone call of the day was to a net-new account I’d quoted a wide format system to almost a year ago. I’m like a dog with a bone and don’t give up easily. I managed to schedule an appointment for next week. A nice way to wrap up the short day!

About thirty minutes into my trip to corporate, the snow got heavier, and I drove through it for the next two hours, which is always fun with eighteen-wheelers barreling down the interstate. However, once I was about 30 minutes from the office, the snow stopped, and the roads cleared up, making for an easy final stretch.

I arrived around 6 PM, checked into the hotel (no way I was driving three hours home that night), and then headed to the event. It was awesome to relax, enjoy some food and drinks, and catch up with some great people.

Amount Still Needed: $74K
Amount Sold This Month: $115,000

Sales Tip: Persistence Pays Off
When you’ve put in the work and follow up consistently, it can lead to breakthroughs, even if it takes a year. I’ve been working with a prospect I quoted almost a year ago, and even though it didn’t lead to a sale initially, I never gave up. Persistence in following up, even when it feels like you're not getting anywhere, is key to long-term success. Be patient, and stay top of mind for those opportunities that might not be ready today but will be down the road.

-=Good Selling=-

12 Days of Selling

The Twelve Days of Selling "Day 11"

Art Post · 12/10/1410:58 PM

Twelve Days of Selling "Day 11"

Another day of wind, cold, and rainy weather along the coast. My first appointment was about an hour away to present pricing for one of the new production systems.

The pricing is tentative, so there wasn’t even an inkling of securing an order. It was the first time I’ve ever presented a price of more than $150K for a single system! Everything went well, and we ended up kicking the can down the road, with plans to schedule a demonstration for the client.

My second appointment involved another color production system, but unfortunately, this one didn’t pan out. So, it was off to the office to do some additional hunting in my CRM.

I sent out more than twenty emails and made just as many phone calls, but got nothing in return. I prepared the paperwork for the two orders from the previous day, then went back to my CRM to find other candidates. I also updated the numbers for a small order I had almost forgotten about.

Around 4:30 PM, I was able to connect with a net new customer who had balked at buying last spring. This time, the conversation went much better, and the prospect was extremely interested in one of the systems I was offering. It wasn’t a sale yet, but it was progress—a new prospect to add to the growing list. I’m okay with that, and I keep reminding myself that each new day brings the potential for a new dollar (I know, it sounds corny, but it’s something I tell myself).

Tomorrow might be a lost day, as I need to travel to corporate for our holiday event. But before the three-hour ride, I’ll need to get a couple of new tires and an oil change. I’m keeping my fingers crossed that someone will return an email or a phone call!

Amount Needed: $74K Amount Sold: $111,500

-=Good Selling=-

Sales Tip of the Day: Focus on Building Trust Through Listening

One of the most effective ways to close a sale is by actively listening to your prospect's needs, concerns, and goals. Instead of rushing to pitch your product or service, take time to understand the client's pain points. This not only helps you tailor your solution more accurately, but it also builds trust. When your prospect feels heard and understood, they’re more likely to see you as a reliable partner and be open to moving forward with the sale.

Key Actions:

Ask open-ended questions
Repeat or paraphrase their concerns to ensure understanding
Show empathy and offer solutions that truly address their needs

12 Days of Selling

The 12 Days of Selling "Day 12"

Art Post · 12/9/1410:53 PM

Twelve Days of Selling "Day 12"

Yesterday, I blogged about the end of the year, how many selling days I had left, and the need to add two extra selling days to see if I could hit my number. I Want It All, I Want It NOW!

I woke up to a nasty nor'easter along the Jersey Coast. Instead of trying to get in at 8 AM, I figured I’d go through my emails and wait at least an hour before traveling to the office. It DID NOT matter! Traffic was horrible, the roads flooded, and there were accidents. I finally arrived around 10 AM and was off to the races.

My first priority was to continue identifying existing accounts that may have the potential to upgrade, and then follow up with additional accounts to see if they would be willing to make the move.

I identified at least five accounts, called all of them, and none were available. My next step was to send them an email outlining my intentions and the potential savings they could achieve with hardware upgrades or features that would save them time.

This brought me to about 3 PM in the afternoon. I was also working on pricing for a Pro C7100x and had a discussion with another account about a C651. Unfortunately, none of these opportunities amounted to anything.

However, at 3:30 PM, I followed up with an existing account regarding a wide format system. They wanted to keep their existing system, but it was a ticking time bomb—a W3600 with an XP PC and Plotbase. I got creative, and we cut a deal. Total revenue: about $11K.

Twenty minutes later, I received a response to one of my five emails: "OK, let's go with the new system, and get me the paperwork." That was a nice surprise! These two orders will help. Tomorrow, I’m off to two appointments for two production systems, followed by more phone calls and emails.

Amount still needed: $75K
Amount sold so far: $110,500

-=Good Selling=-

Sales Tip of the Day: Leverage Social Proof to Build Credibility

People trust recommendations from others more than they trust marketing messages. By sharing customer testimonials, case studies, or success stories relevant to your prospect's industry or needs, you can create a sense of trust and credibility. Social proof helps potential clients feel more confident in their decision, knowing others have had positive experiences with your product or service.

Key Actions: