Tagged With "Salesw tips"
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Re: Slumps Happen... 3 Tips To Beat the Sales Funk
The only tip I know of is to work your ass off. Slumps are directly related to not working hard. The hardier you work, the luckier you get!
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This Week in the Copier Industry 5 Years Ago, The First Week in September 2013
Konica Minolta and Komori Debut World's First 23"x29" Digital Inkjet Press at PRINT 13 Art Post · 9/5/137:08 AM today's highly competitive printing marketplace. Delivering a high level in print quality coupled with impressively fast make-ready and open systems architecture, Komori presses help printers achieve the higher productivity and efficiency levels essential for increased margins and business growth. Komori America Corporation headquarters are in Rolling Meadows, IL with sales and...
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This Week in the Copier Industry 15 Years Ago, The First Week in October 2003
Not a lot here this week, but some interesting items that included Canon Business Solutions and a duplicator that was introduced with a paper tray. Oh yes, and the question of the week was who was going buy Imagistics. Can anyone answer that? Enjoy the threads from 15 years ago this week: Off & Running! 10/1/034:02 PM Solutions U .S.A., Inc. As one company, Konica Minolta Business Solutions has: · · A projected revenue of over $1.5 billion · · Over 6,000 employees supporting more than...
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This Week in the Copier Industry 15 Years Ago, The Last Week in October 2003
Wile reading through the threads I re-read a post that I wrote about my brother fifteen years ago. It was this week fifteen years ago that he passed away. Even though we had our differences he is missed. Enjoy the threads from 15 years ago this week! Scan & Capture From the Copier 10/28/036:57 PM alike. When scans replace printouts and copies, it often translates into lower lease charges for dealers and diminished (high-margin) consumables revenue. In addition, selling and integrating...
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This Week in the Copier Industry 15 Years Ago, The Second Week in July 2003
It's Sunday night, I start vaca on Wednsday of this week. Not a lot of stuff from last week, except for the additional tariffs that will go into effect the first week of August. We're not sure if copiers are included this go around. Enjoy the threads from 156 years ago this week! Sales Training Help 7/15/034:56 PM December 31, 2011 - Sales Training Help - Click Here Industry Analysts, Inc. has been developing customized industry training programs and materials for over 30 years. Major...
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The Flat Rate Program "The Good, the Bad & the Ugly"
If you've been around as long as I have, then you're old! No, really it's that you've seen or heard about some of the coolest marketing programs from our beloved copier manufacturers. One program has recently has a ton of chatter on the Print4Pay forums lately. That's the KonicaMinolta All inclusive unlimited click program. I first heard of the program through one of my Linkedin connections and he was touting how awesome the program is for clients. In fact he's authored his success on the...
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Canon C356iF-C256iF II Spec Check Review
It's not often that I'm intrigued by a competitors color MFP. It was two or three weeks ago when a prospect asked, "what do you know about the Canon C356iF?". Well, I was kind of embarrassed because I knew nothing about that Canon device. The only thing I could mutter out was that I would have to do some research and get back to them (not good). It's not like me to not know about my competitors devices, thus I started my quest to know as much as I can about the Canon C356iF. I'm not going to...
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I Clicked and Didn’t See You
It’s a digital world, where are you? Today more and more of yesterday’s customers are finding new providers who deliver a digital better experience. I still hear many in sales talking about the need and value of building relationships. The problem is they are using 1990 construction methods. Today not only buyers but assumed happy customers are clicking their mouses in search of knowledge or, in search of something different, and unfortunately, many current providers are not showing up in...
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A Recent Copier Appointment That Went From Bad to Good
My second appointment of the day proved to one of the most enjoyable appointments I've had in recent memory. It was with an existing account that was in the last 3 months of a 36 month lease for an A3 color MFP. The account only has one, but so do most of my accounts. I'd like to say I flourish with onesies and twosies. Just a tip for some of you that may be new in the copier business. When quoting leasing always lead with a 36 month lease. There are two well maybe three reasons for that.
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Ten Reasons Why the New Ricoh IM 350F, IM 430F and IM 430Fb is a Winner
It's been sometime since Ricoh introduced the MP 301 (A4 black MFP 30ppm). Five years is a long time to hang on to a model, especially when A4 devices are being introduced left & right. There's a new kid on the block of A4 devices. Ricoh is now offering the IM 350f (37ppm), IM 430F (43 ppm), and the IM 430fb (45ppm). All devices come standard with copy, print, fax and color scan. Anyone can get the speeds and feeds on these devices, but I wanted to dig a little deeper and express what I...
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This Week in the Copier Industry 5 Years Ago (Third Week of March 2014)
Wow! Hard to believe that the end of the first quarter is a mere two weeks away. Twenty five gone and Seventy five percent of the year left. How is your first quarter going? Would love to hear from you in the reply section of this blog! These were the top threads from 5 years ago this week. Enjoy Konica Minolta Honors Pacific Office Automation of Beaverton, Oregon with 2014 Pro-Tech Service Award for Service Excellence Art Post · 3/19/1410:16 PM Colorado. The company is also one of the...
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Putting a Strategic Vision into Action with Hoshin Kanri
8:30 a.m. in Germany is 2:30 a.m. in my native east coast U.S. time zone. I was jet lagged from the previous day’s flight. It was already hot, and there was no air conditioning in the conference room of the hotel in Bad Wörishofen. Coffee. Europe has the best coffee. My discomfort alleviated, I still did not expect that this day in July of 2016 would have such a profound impact on DocuWare and the way we operate. This was the first day of a workshop that introduced our senior management team...
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This Week in the Copier Industry 15 Years Ago, The Third Week in October 2003
Crap there's a ton of threads below! From 1998-2003 many of us in the copier industry ew nothing about network printing and scanning. In addition neither did our managers and techs. The Print4Pay Hotel allowed us have a community where we could share experiences technical stuff and help meet our client expectations. Fifteen years later and all dealerships have on staff IT people and knowledgeable technicians that can handle most everything. Enjoy the threads from 15 years ago this week!
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This Week in the Copier Industry 15 Years Ago, The Second Week in November 2003
So it was fifteen years ago that Ricoh launched the first GBC puncher. I remember it well, chads were evenly distributed through out the entire device! One of my accounts had to vacuum their GBC puncher once a week. Enjoy the threads from 15 years ago this week! Toshiba America Business Solutions Introduces the Flagship Model in its Workgroup Color Printer Line Boston Mike · 11/10/036:05 PM in TABS color printer product line. Boasting a powerful 600 MHz processor and 256 MB of standard RAM...
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This Week in the Copier/Office Equipment Industry 15 Years Ago (Last Week of February 2004)
Just a short story from an order I had last week. The client was an existing account, almost five years ago it was net new. Thus I had some promo's I could throw at the client in order to secure the order. Now it comes time for the renewal almost 5 years later, there are some payments left in the lease. There is no way I can sell them at the same lease price per month. I also made an early mistake on the pricing when I met with the client. I never presented the lease price for the new...
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This Week in the Copier Industry 10 Years Ago (First Week of March 2009)
Rules of thumb...sell nothing but the need for an appointment on a phone call or initial call. Also never "sell" during your fact-finding for several reasons: 1.) The fact-finding process gets interrupted or stopped. 2.) You come across like a dog salivating over fresh meat. 3.) You tip your hand and lose some of the thunder you will get from your proposal. 4.) You inspire additional questions and thought processes that the prospect will then discuss with competitors. read the rest in the...
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This Week in the Copier Industry 5 Years Ago (First Week of February 2015)
Do you want to relive the madness from 5 years ago when Sharp was sinking fast? If so we've got many of those threads in this weeks edition of what went on in the copier industry 5 years ago. Foxconn and the people have done an excellent job in rebuilding the brand, the programs and adding quality dealers! Enjoy These Threads from 5 Years Ago This Week! Bid Tabulation for Canon, Lanier & Toshiba for 180 plus Copiers Art Post · 2/7/1511:41 PM...
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Selling Copiers in the Eighties with Roland Tolan
Roland and I found each other about 6 weeks ago on Linkedin. Seems Roland and I have a similar background with selling copiers. We both started in the eighties. While I was on the East Coast and Roland was on the West Coast. We've never met but hoping our paths will cross soon! How did you find your way into the copier industry? In 1985, I was 23 years old. l was ready to join the sheriffs department in Los Angeles CA., my mom begged me not to do it. A friend of mine was a salesman at small...
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COVID19 "Remote Working" Day Twenty-Seven of Sales
I thought this would be appropriate to start off today's blog Another closing day and I ain't got no orders I got some opportunities 'cause i just made some calls How I wish I had someone to sell to I'm in an awful way Right, so juiced up the lyrics a bit from the Sam Cookes rendition of "Another Saturday Night". My personal favorite is Cat Stevens version. If any one else would like to fill in the rest of the lyrics, then have at it. Could be a fun exercise for everyone! It was another day...
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This Week in the Copier Industry 10 Years Ago for the Last Week in April of 2010
Interesting about what a difference 10 years can make in an industry. Just this week Canon profits will drop 80%. Ten years ago they had posted a profit that had tripled. Ten years ago clients and sales people alike were all concerned about latent images left on copier hard drives. Enjoy these threads from ten years ago this week! Weekend Industry Notes for 4/25/10 Neal · 4/26/107:24 AM which has resulted in the opening of offices in 15 metropolitan areas in the last year - Rosetta...
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In Turbulent Times, Sales Professionals Give Of Their Hearts And Minds
Can a giver of heart succeed in a sales world riddled with unscrupulous, fake, and disingenuous people? Is giving, the secret to long term sales success? Unfortunately, many within the sales focus on the almighty dollar. Ask a group of salespeople, why they got into sales and often you'll hear "for the money" . For the record, I'm all for making money. It allows us to feed our needs, wants and provides for our family. Making money isn’t evil, nor is being wealthy. The evil happens when you...
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Re: Connect the MFPs you sell to any folder
Hi Iris, Thank you for the response! This helps, but the folders still need to be pre-defined, which would be the same thing as setting up a shared folder, no? And the MFP can do that natively. So out of the box, the installing technician could conceivably set up "Scan to Dropbox -Orders," "Scan to Drop-Box - Leads," "Scan to Drop-Box - Accounts Receivable" since no software is needed for this. Or am I incorrect? It sounds like the major plus to Udocx would be the ability to view the folder...
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Data Management Must Be a Priority in Health Care
For virtually every healthcare provider or relevant business, the most important word in the IT lexicon has been "data" for several years now. Back in 1996, the attempts of the government to dramatically increase the accessibility and security of data became clear through the enactment of the Health Information Portability and Accountability Act, and this marked the beginning of what would become a persistent effort to improve population care. In 2009, the Health Information Technology for...
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Salespeople Can Right, Oopps...
If I have heard it once then I have heard it a thousand times, salespeople suck when it comes to writing. A tip of the sales hat to Konica Minolta , "Only from the minds of marketers" you will hear salespeople suck at writing. The first disconnect between sales & marketing. Wisdom oft comes from the mouth of babes. George R.R. Martin, A Game of Thrones I am here to inform you wisdom oft comes from the mouth of salespeople. Sales teams can't go one day...
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This Week in the Copier/Office Equipment Industry 10 Years Ago Third Week of January 2006
It's Super Bowl Week! Denver or North Carolina? I'm picking Denver because of experience and their awesome defense. Take some time and review the threads from ten years ago. Re: NCPG gets DMAP6 Cost Boston Mike · 1/24/06 8:55 PM Worked on my end at work and home. How does one sign up for this and are Jewish Temples allowed? Thanks -=Boston Mike=- Theo's back and you are all in BIG Trouble! Reply Re: NCPG gets DMAP6 Cost Old Glory · 1/25/06 9:11 AM The...
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Top Secret Tip for Locating a Prospect's Email Address
Copier prospecting without having contact information? How can you locate an unknown email address? I believe the year was 1995. I had taken my first copier sales job working for a Lanier direct location. Sales was a pretty straightforward...
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How Many Selling Days are there in September 2015?
Due to the "bean counters" at our office, we close our month early. Closing the month is not a bad thing, in fact by closing the month early, I now have two opportunities to garner end of month business. The first is the...
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How can healthcare organizations choose and use email encryption?
Email Encryption has become an important asset for healthcare organizations in a world where cybersecurity is a necessity. Although it doesn't seem like the most fancy or complex protection tool, it can be an amazing resource for email...
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Ricoh MP 401SPF Spec Review
With out much ballyhoo, Ricoh introduced two new A4 (can't scan, print, copy or fax 11x17) Black MFP's. The Ricoh SP4510SF and the MP 401SPF. It's my understanding that the difference between the two devices is that the SP4510SF...
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Twelve Tips on How to Return Leased Copiers
Over the years, I would say that ninety percent of my clients leased their copiers with an option to buy the copier at the end of the term. Most of these leases had a buy out option for FMV (Fair Market Value). The general idea of an FMV lease is...
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A Great Tip for "Why Referrals Still Matter"
Wrote this many years ago when I first started writing, I clean up a few things and added a few things to keep the blog current. Clients are more skeptical than ever. How do you win the sale when your prospect knows nothing about you,...
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Connect With Your Prospect
Seems like I always have a good story to tell from my Presidents Club trip. This year our trip was to Montego Bay, Jamaica, we stayed at the Iberostar Grand Rose Hall Hotel. I loved everything about this trip!!! I'm even...
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The Who, What, Where, When, Why & How of Print
Did you know that if you where to fill your car gas tank with inkjet ink that it would cost $150,000! What do you think is the average number of pages printed by the average employee each year? Yup, 10,000 pages. One of...
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6 Tip Offs That Your Customer is Gathering Additional Proposals
Even though we ask, "are you entertaining any additional proposals ", there are times when "buyers are liars". Over the years, I would say ninety percent of those that have told me, no we're not entertaining any additional pricing,...
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10 Awesome Tips for a Great MFP/Copier Demo
Demo, what the heck is that? In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago. One of the requirements of a copier sales person is that you needed to have some type of station...
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Closing Tip for The End of the Month
Below is a brief overview of an email that I sent to our sales team. Believe it or not there are additional ways to close additional business at the end of the month. We close our month early which can actually work to our...
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This Week in the Copier/Office Equipment Industry 10 Years Ago Second Week of September 2004
This week in 2004. Hurricane Ivan , still at Category Five strength, continues to travel northward, causing damage throughout the western Caribbean . As of 23:00 local time (0300 UTC September 13), it is located about 285 km (175 miles)...
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A Cool Thing Happened While Away on Presidents Club
It seems like every President's Club trip gives me a story to tell about a unique sales experience that I had. This years trip consisted of 5 nights at the Hard Rock Hotel in Punta Cana, Dominican Republic. The trip was outstanding,...
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16 Tips to Help You Sell More Production Print Systems
Where to start....hmmmmm, many years ago I had my first introduction into the Print4Pay Industry via the Minolta 450Z BETA copier. The 450Z was launched back in the mid eighties and the most unique feature of the 450Z is that this was one of...
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16 Tips to Help You Sell More Production Print Systems #4 of 16
It's all about the prospecting, bout the prospecting not the leads! There's been much talk in the industry about the research that is performed by the customer via the web before they make their first phone to a potential supplier. ...
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I Want My....I Want My..... SMART MFP
I wrote this blog a little over two years ago on the old blog site and I thought it was time to transfer this to our new site. There are still more than 1,200 blogs that need to be moved!! In a little more than two years, we've progressed...
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31 Ways to Close More Sales (#4 of 31)
Over the years, every now and then I've stumbled across some great way to new way to prospect. Whether it was to perform dual prospecting or in my latest find I found out something that you can do with the FREE version of linkedin to get you...
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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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10 Awesome Tips for a Great MFP/Copier Demo
This Blog is the top blog on the old site has more than 15,000 page views!! ENJOY!! Demo, what the heck is that? In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago. One of the...
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This Week in the Copier/Office Equipment Industry 10 Years Ago (1st week of October)
I'll be you're wondering why the funky spaceman suit right? Back in October of 2003, China launched their first manned space mission the Shenzhou 5. Seems every week I forget to put in the additional search criteria for all of the manufacturers...
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Why I Still Cold Call for Copiers after 33 Years
This is the fourth time I've revised this blog, the original was posted almost three years ago, the last update was about a year ago and just today I added some new content for cold calling. ENJOY! If you'd like to read the previous one please...
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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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Selling Copiers "Ten Tips to Keep the Pipeline Flowing"
Gosh, I wrote this almost 6 years ago! Where does the time go.... thought I would re-post here and update a few items along the way. ENJOY!What does it take to be successful in the copier industry for a long period of time? Some...
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3 Reasons Why You Are What Your LinkedIn Profile Says You Are - A Copier Sales Rep!
Hall of Fame and National Football League head coach Bill Parcells. When asked if his mediocre team were “winners or losers” Parcells responded... "You are what your record says you are" Bill Parcells The Copier Sales Rep Test... If it looks like a copier sales rep, acts like a copier sales rep, and speaks like a copier sales rep, then it probably is a copier sales rep. The truth my friends, quit hiding behind your business cards while dressing yourself up with fancy shmancy titles such as;...