Tagged With "Closing"
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Re: 10 Ways to Close Net New Business #4 of #10
Just a short update in reference to the account I was speaking about. The IG came back with many additional questions today, asking if the cost per page could be lowered, the annual cost of the maintenance agreement, and the price of the system. I stated NO on all accounts. We had started with a 25ppm color A3 device and then moved to an A4 color device. They were not even happy with that price. In addition when they received all of the no's they asked about pre-owned or used. I then stated,...
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Re: The Quest for $200K "Another Day Another Dollar"
Great to read your 'end-of-the-year-stories' again every morning Art!
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Re: The Quest for $200K "Another Day Another Dollar"
Ty Martin! Hope things are well with you and family!
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Re: 10 Ways to Close Net New Business
Looking forward to the new series Art. Your efforts are appreciated and rewarding.
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Re: 10 Ways to Close Net New Business
I am looking forward to it too. Interested in the strategy of getting to the point where the prospect is ready to decide outside of their current vendor.
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Re: 3 Sales Stages Copier Reps Can Use Content To Close Net New Business
Thank you Art. Glad you enjoyed.
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Future P4P Hotel Webinars Survey
I heard from a number of members after today's KM One Rate Webinar. Everyone was very positive over the content of the material we provided. I'm now thinking of providing one webinar a month on a topic that our members would like. I've put a few suggestions below that you can vote on and feel free add in since we've turned on "Allow Write-In Responses". In addition you can select more than one answer. Special thanx to Monte for this idea.
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Re: Closing the Perfect Duplicator Deal or So I Thought
I am out of the office until 07/14/2014. I will respond to your message when I return. Note: This is an automated response to your message "Post By Art Post: Closing the Perfect Duplicator Deal or So I Though..." sent on 7/9/2014 8:09:15 AM. This is the only notification you will receive while this person is away.
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10 Ways to Close Net New Business #4 of #10
This is part #4 of #10 for the series of "10 Ways to Close Net New Business", this one is a freebie! woohoo!! Today was one of those days that were just non stop. The existing plan was to follow up with existing accounts to move the...
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10 Ways to Close Net New Business #5 of #10
Whether it's the golden fleece, the golden egg, or the coveted Jersey Italian hot dog, we're all looking for a way hit our net new business quota. For me, it's been a bit of a rough patch lately, even though I've got top business...
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10 Ways to Close Net New Business #6 of #10
One awesome thing that I've learned over the years is that almost every business is a potential suspect. I used the word "almost" because there are not as many suspects as there were years ago. Going back 30 years or so, it was a...
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10 Ways to Close Net New Business #2 of #10
Ah, net new business has been a hot topic with me in recent days. Adding net new customers at the rate of three per month can add up quickly. Thirty six net new accounts per year can per a tremendous upside when the renewals come due, in...
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10 Ways to Close Net New Business #3 of #10
We all remember FAB right? For those of you that don't the what the acronym stands for. It's Feature, Advantage and Benefit. Back in the eighties and nineties I can remember making a bullet list of all of the...
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3 Sales Stages Copier Reps Can Use Content To Close Net New Business
"Coffee is for Closers" a legendary sales line from the iconic sales movie Glengarry Glen Ross. Yes, closing is part of the sales process. However; allow me to introduce you to a new mantra... "Content is for Closers" Think of all the collateral material as copier reps you share with prospects and clients throughout the life of the sales process. Each stage of the sales process demands educated conversations and an accessible supply of quality information. In this hyper-connected, instant...
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10 Ways to Close Net New Business
In the next three months, we'll be posting a series of blogs dedicated to garner closing net new business. Since, I'm not in the business of sharing all of my secrets for FREE, the series of 31 Ways to Close Net New Business will be...
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10 Ways to Close Net New Business #1 of #10
Everything that comes around goes around, and what is old becomes new. It's very rare that there is something new when it comes to selling. Sales is still about building rapport, relationship building, finding pain,...
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How to Close More MFP & MPS Sales
How to Close More MFP & MPS Sales The other day I read and article by Tom Callinan titled "Close More Sales" on The Week in Imaging. I found the article enjoyable and a good read, in closing the article Tom presented this paragraph. How do you actually close more sales? Thats easy; uncovering a solid business case by asking great questions, listening attentively, and focusing on moving the sale forward with every meeting. The best closers are those that...
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31 Ways to Close more Business (3 of 31)!
Whether you're selling MFP's, Document Management, and even Managed IT, there is always a time to close. A good sales person is an excellent listener, and if you listen well enough in most cases, you'll know when to ask for the order. Asking for...
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31 Ways to Close more Business (1 of 31)
Many times a customer will not upgrade if they have remaining payments on the current lease and the system is working well. Sometimes the savings for the new device or increased efficiency does not outweigh...
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31 Ways to Close More Copier Sales #27 of 31
There are countless ways to close business, all you have to do is be creative and don't be afraid to ask for the order. What's the worst that can happen? They will say "no" and when they say "no" you ask why? Every "no" may get you closer...
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31 Ways to Close More Sales #29 of 31
Geesh, two more weeks and this blog series is over! I will be putting the entire 31 parts up as one document once the series ends. The document will be posted in the "clips" section of the site, and will be listed under "Helpful Sales...
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31 Ways to Close More Sales #28 of 31
In the office today we had about 2 hours of role playing. We were given a real life prospect scenario, had to prepare just like a real meeting. For me, it was quite a bit of fun, for some of the newbies....well it was umm....daunting,...
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31 Ways to Close More Sales #30 of 31
I would love to hear from others, about closes that you use. If you have a favorite close or like me, included something that was out of the ordinary. Please post the thread in the reply section of this blog. 30. ...
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31 Ways to Close More Sales #31 of 31
This is the last post of the series! My how time flies, just an FYI, I had a computer crash over the weekend and had to pull this one off of the back up. I'm pretty sure I did not offer this one up yet. Enjoy, in a week or two, I'll...
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Closing a BDR Deal: What MSPs Should Do
Closing a data backup and disaster recovery (BDR) deal with a potential customer isn't an easy task, but that doesn't mean it has to be difficult ordeal for your sales team. One way make to make things a little easier on yourself is to understand how...
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Closing the Perfect Duplicator Deal or So I Thought
I posted this a few years ago and thought it would be a good read for those of us in the trenches every day. Enjoy!! I'm watching the Met game tonight and I'm hearing that a pitcher for the Tigers is about to throw another perfect game, that...
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31 Ways to Close More Sales (#5 of 31)
For those of you that are new to the site and or are viewing this for the first time. The 31 Ways to Close More Sales is a weekly Blog and is Premium content, thus you'll need to enable a Premium Membership to view. You're wrapped in the...
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31 Ways to Close More Sales (#6 of 31)
Last day of the quarter and the month for me is around the corner. Basically I've got 8 hours to hit a number for the month and quarter and it's within site. It's a dog gone shame because I actually have my numbers for the quarter...
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31 Ways to Close More Sales (#7 of 31)
I always to try to add some type of value for one of these threads that I post for "31 Ways to Close More Sales". A few months ago I had to purchase a new cell phone, the blackberry was crapping out and so were my eyes from staring at that small...
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31 Ways to Close More Sales (#8 of 31)
Happy CASH! This was a statement that a cab driver stated while he was taking us from the Hyatt Regency to Camden Yards. He was happy that he was only charging us $5 for a 5 minute cab ride, because when the Yankees are in town the same cab ride...
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31 Ways to Close More Sales (#18 of 31)
Many years ago I learned that all copiers are not alike, and way back when when we were up against a competitor we were taught to present a side-by-side comparison. Back in the day we either used a typewriter of hand wrote a side-by-side...
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31 Ways to Close More Copier Sales (#20 of 31)
Have I done this, yes! Did in work in my favor?.......well no, however I did get the order. In a previous blog titles "What Type of Day Is It", I made mention that "business will not close by it self", yes there may be some strays that...
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31 Ways to Close More Copier Sales (#19 of 31)
It was many years ago that when it came to late December that I thought sales were done for the month. I assumed this was due to the fact that I would be off a few days for Christmas and New Years and everyone else...
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31 Ways to Garner Net New Copier & Managed IT Business
Finally!!! I've put the master piece togther. 31 Ways to Garner Net New Business, and I'll be posting one of these per week as Premium Content once the New Year of 2014 kicks in. But in the mean time I've started a topic on the P4P...
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31 Ways to Close More Sales (#14 of 31)
Some sales organizations elect to re-write the book on leasing, they have ideas that they can do it better and make it more efficient for themselves. What they forget is the fact that they have effectively tied the hands of their creative sales...
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31 Ways to Close More Sales (#15 of 31)
Thus with the 15th post of this series, we're just about to the halfway point. I may be adding a couple of additional closes that I've written down in recent weeks. Starting sometime in December I'll start our new series "31 Ways to...
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31 Ways to Close More Sales (#16 of 31)
There was an interesting blog that I picked up today, in that blog it spoke about how the CIA & Xerox collaborated on spying on the Soviets. This was done with spies becoming copier techs and then while they were working on the Xerox copiers that would out a camera in the copier to capture a picture of every copy that was produced! On to number 16! 16. Either Or Close: Been doing this for years! With this technique you always need to present...
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31 Ways to Close More Sales (#17 of 31)
I tell you some of the stuff that I'm reading about selling is......stupid! I agree that selling, and prospecting has changed, but when presented with the opportunity to sign the order...., well we need to get the order signed or not get paid....
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31 Ways to Close More Sales (#9 of 31)
I had scheduled the last stop of the day about a mile from my home. For almost three years I've been calling, emailing and dropping off production information for a net new account. Three years with nothing, I was beginning to think that the company...
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31 Ways to Close More Sales (#10 of 31)
Busy month so far, I'm just about completed with renovating the home office and put the finishing touches on my new desk. Tomorrow night I'll be off to Cannatta Charity Fund Raising Event. The event starts @ 5:30PM and I have no clue when...
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31 Ways to Close More Sales (#12 of 31)
Many times in my selling career I get caught up with just trying to meet my quota instead of putting meat on the table. Yes, I'm anal about hitting those monthly and quarterly and yearly numbers, and yes, I have been known to sacrifice GP just to...
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31 Ways to Close More Sales (#11 of 31)
I have a funny story to tell, my wife had to report for jury duty today, and if course she was not happy about it. Thus at dinner tonight I asked how what the jury selection process was like since I've never been called. Questions, questions...
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31 Ways to Close More Copier Sales (#24 of 31)
What a bummer today, our annual Sales Kick Off meeting was rescheduled because of impending snow storm Janus. Seems like those of us that live along the NJ Shore will get the brunt of the storm. I'm looking forward to the 30th when...
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31 Ways to Close More Copier Sales #26 of 31
Only 5 weeks left on for "31 Ways to Close More Copier Sales". Once I've posted #31, I'll have all 31 available as a .pdf download on the site. Make sure you have a Premium Membership in place in order to access the document. Either Or...
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31 Ways to Close More Copier Sales (#22 of 31)
For all of you newbies......, when was the last time you had a copier delivered to a customers office to do a demonstration of how the copier can help their business improve their paper intensive workflow? For the life of me I can't remember if...
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31 Ways to Close More Copier Sales (#23 of 31)
Always keep in mind if you are doing something out of the ordinary with financing, you'll need to clear it with the powers to be and the leasing company first. Double and triple check your numbers, and when you're finished leave not...