Tagged With "Deal-Killing"
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Re: Prospecting, Why You Can't Ever Stop Doing It!
Profound truism !! Tom Kilrain Guide Book Publishing Account Executive, with specialty as Marketing/Advertising Consultant Mobile: 317.946.1547 Kilraint@msn.com 7668 Burns Drive Brownsburg, IN 46112 > On Sep 14, 2014, at 10:13 PM, "Print4Pay Hotel" < alerts@hoop.la > wrote: >
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COVID19 "Remote Working" Day Twenty-Nine of Sales
Another day another dollar, you never know what tomorrow will bring you, the harder you work the luckier you get. If you're a consistent follower of my blogs you'll see that I use those statements quite often when blogging. I've never shied away from hard work in fact I quit high school in mid-way through the 11th grade because I wanted to make money. Yes, I had the desire and the determination to make money but I was missing one key factor. At sixteen I didn't know how to work hard or maybe...
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Re: Oh my, when selling copiers door to door was so simple?
Harry: Awesome!!! Brings back many memories..... "You earned to right to have your own business card after making it past the 6 month employment mark. In the mean time you had to use white out on the reps card who recently left your territory",, yeah I was one of those that inherited someone's old business cards. we didn't even have the white out we just crossed the other persons name off! I can remember one phone blitz where we all had to stand on our chairs and make phone calls, after the...
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Re: Oh my, when selling copiers door to door was so simple?
Love all of this. I had to show up first day with a Ford Galaxee wagooooon. I could fit a saving 840 and 765 in the back. Get the toner and liquid dispersant loaded and don't bring em back. Braniwashed and it worked.
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Re: Oh my, when selling copiers door to door was so simple?
Schools typically buy in the summer and bought larger equipment. Back then, suits were mandatory...that IBM look. Imagine if you will what a demo was like after you had just unloaded a 300 lb. copier in 100+ degree heat while wearing a suit!!! And I was in Iowa at the time. I can't imagine what Texas was like. Ever had one of those stairmaster carts collapse, dumping that "already sold" copier onto the customer's floor. Yea, me neither. And that pencil sell..."Mr. Prospect, about how many...
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Re: Oh my, when selling copiers door to door was so simple?
Well, I had dumped an Adler Royal 209 in the middle of the street in Princeton, NJ once and had another copier that was on the gurney come out of the back of my hatch back at a traffic light.
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Re: Oh my, when selling copiers door to door was so simple?
I lived that life, and remember it fondly, as the good times... Copier reps heard all the best jokes before anyone, and could hold their ground with anyone during happy hour!
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Re: Oh my, when selling copiers door to door was so simple?
I had been a pretty successful typewriter salesman, when I first applied for a job with Nashua. So much so my pride and joy was the Mercedes Benz I drove. When told by the Nashua Sales Manager that my Benz was inappropriate, and that I had to have a wagon, I knocked the job back. I soon changed my mind not long after though, when I joined a U-Bix dealership after I realised how much money was being made in the copier industry. We sold a copier called the U-Bix 101, which was a bit of a...
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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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The #1 Killer of All Sales Deals and What to Do About It
http://www.saleshacker.com/sales-operations/the-1-killer-of-all-sales-deals-and-what-to-do-about-it/?utm_source=Guru+Weekly+Enlightenment+Newsletter&utm_campaign=69ebbd4a20-GetGuru_Weekly_Enlightenment_Vol_51_1_27_16&utm_medium=email&utm_term=0_c81008894b-69ebbd4a20-250744169
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7 Tips to Help Win Net New Competitive Copier & MPS Deals
"My pipeline is always 100,000k+ and I'm required to do 12-15 appointments per week. I'm finding the opportunities, but not winning competitive deals. (I have a small base list of 10 accounts)." Was one of the statements that was emailed...
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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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Time is ON MY Side "Commission Clock"
Tick Tock went the commission clock. No paperwork to be omitted at all. Tick Tock went the commission clock. Telling the sales time left for all. Tick Tock went the commission clock. It’s time for...
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Prospecting, Why You Can't Ever Stop Doing It!
I'm sitting outside of the Marriot Hotel, which is a stones throw from Camden Yards. I watched and listened to four different guys selling tickets for tonight's SOLD OUT game. Yankees vs Orioles and Derek Jeter plays his last game...
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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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Oh my, when selling copiers door to door was so simple?
Guest Blogger!!!! Harry's back with an awesome blog that takes us old timers back to a simpler time in the industry and all you newbies are probably wishing you had a station wagon to cart a copier around! BTW, Toyota pic on the left is what my...
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The 20 Most Highly-Rated Sales Books of All Time
Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other." In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful. For example, losing a huge deal because you failed to connect with the decision maker will teach you to involve the budget authority in future deals. However, you'll have missed out on a valuable opportunity in the present. To dramatically cut down on your learning curve, pick up some...
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5 Deal-Killing Mistakes Sales Reps Make on First Calls [Infographic]
5 Deal-Killing Mistakes Sales Reps Make on First Calls [Infographic] By Emma Brudner Closing is not an activity exclusively relegated to the end of a sales engagement. If done right, a rep should be securing mini closes through the process; for instance, a commitment to another meeting, a pledge to introduce the salesperson to the decision maker, or an agreement to make a decision by a certain date. If the rep fails to build in small closes along the way, they'll have a much harder time with...
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5 Questions That Will Make Your Final Close Happen Naturally
From their first conversation to the close, a strong salesperson consistently asks her prospect for small closes. Getting incremental commitments from the buyer trains them to say “yes” and indicates how invested they are in the relationship. These closes also accelerate the deal, since they help you hit significant milestones more quickly. I’ve found waiting until the last stages of the sales process to make a request can significantly damage your chances of winning the deal. There are two...
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4 Reasons Why Your Prospects Are Ghosting You & How to Stop It
Once upon a time we were pitching Sony Pictures on a deal. We had an initial call that went well, we flew to LA, did a big demo – a lot of people were there and everything went great. We sent them a proposal, even flew out again to followup, but never ever heard a single word after that. A cool deal that we were totally stoked about went up in smoke. Ghosting is a frequent occupational hazard in sales – everything goes well with a client, you’re getting positive vibes, then they disappear...
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5 Things To Know About A Potential Xerox-HP Deal: ‘The Copier King And The Printer King Combined’
A Deal Designed To Print Cash Rumors of a possible Hewlett Packard and Xerox deal has lit up every corner of the printer copier market, with many saying the tie-up could pave the way to a combined enterprise that is not only bigger, but smarter in its approach to the declining industry. The news comes as Xerox celebrates a year of steady growth under the leadership of Carl Icahn’s hand-picked board and CEO. With a market cap of $30 billion, HP is more than three times the size of Xerox’s...
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Five Secrets for Successful Negotiation
Five Secrets for Successful Negotiation The word "negotiation" can conjure up negative images of conflict and struggle. But successful negotiation is about discussion aimed at reaching an agreement. An adept negotiator uses skillful techniques to reach a deal without aggression. While negotiation skills can require some practice, becoming a good negotiator is within reach. It just requires following some basic guidelines that focus on the ultimate goal: successfully reaching an agreement...
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Xerox backs out of $6.1bn sale in blow to Fujifilm
NEW YORK/TOKYO -- U.S. copier and printer maker Xerox said Sunday that it is terminating a Jan. 31 deal to sell a majority stake to its long-time business partner Fujifilm Holdings, causing a major upset to the Japanese company's plans to strengthen its overseas operations. Xerox said it has reached an agreement with Carl Icahn and Darwin Deason, two activist investors opposed to the Fujifilm deal. Xerox is now overhauling its board by removing six of its 10 board members and appointing five...
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6 Ways You Can Use Human Psychology to Close More Deals
6 Ways You Can Use Human Psychology to Close More Deals By Ken Kupchik (reading time: 3 minutes) Everyone in sales is looking for an edge. Whether it’s an untapped new lead source, or some inside information that can give you an advantage over your competition, you do what you can to win the deal. But what if there’s an obvious, yet often overlooked, way to give yourself a competitive advantage? There is, and it’s something that advertisers, authors and even casinos already use to get you to...
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COVID19 "Remote Working" Day Seventy Five of Sales
It seems every morning I'm putting in a couple of hours doing just enough trying to move some these net new deals forward. I heard from one today with a question and the net new there was no response. I'll send out another email in the AM wishing a happy 4th of July and see if I get a response. Most deals will happen on the clients timeline and not ours. Seems with COVID19 that clients timelines are dragging out more than normal. I lost a deal today, thinking back it was the first deal I...
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12 Tips for Staying Positive in Sales — No Matter What
Succeeding in sales is 95-percent mental. If you don’t think you can succeed or land a deal, you will ultimately be right. But if you can remain positive you have a huge competitive advantage. Free Download: Sales Plan Template In this decade, sales is a very challenging profession. The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides. But there is...
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COVID19 Remote Working Day One Hundred and Seventy-Two of Selling
In yesterdays blog I made mention of the demons that continue to plague me even after forty years of selling. One of the those demons is calling net new clients on the phone. It's something I wrestle with all of the time. What's funny is that it wasn't always like that. At one point in time I was a flat out a cold calling machine with scheduling appointments. I believe I'm still pretty good but I know I'm rusty. I'm so rusty that when the DM does pick up the call I find myself struggling...
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The Week in Copiers Five Years Ago
The Week in Copiers Five Years Ago Last Week of March 2016 The month of March has not been good for me. In fact it seems to be a replay of March 2020 when the pandemic started. With two days left in the month a goose egg could me my tale for the month. WTF I've got two days left and I won't quit, I end with the goose egg at least I'll be building a solid funnel for the upcoming months. Enjoy These Awesome Threads from Five Years Ago This Week Print4Pay Hotel Road Show Visits East Texas Copy...
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I'm Finding the Opportunities, but not Winning Competitive Deals
The question below was emailed to me back in 2003 and I thought this would be a good review. "My pipeline is always 100,000k+ and I'm required to do 12-15 appointments per week. I'm finding the opportunities, but not winning competitive deals. (I have a small base list of 10 accounts)." Above was a statement that was emailed to me by a Print4Pay Hotel member in Canada this week. I thought this would make a good topic for this week to see if I can help. Okay, I'm thinking if you only have a...
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Re: Better Call Art "Tips to More Win Copier Deals"
Art - how do you account for the toner the first 90 days, as that is not included in the 90 day warranty? Are you building the price of 1 or 4 toners into the price of the device? Also, how does your dispatch team handle and invoice for items not covered by the 90 day manufacture warranty? My experience is that most 90 day warranties cover defects in craftsmanship or related issues, but not other nuisance type calls like lines and streaks, squeeks not caused by mfg defect etc? Also, who is...
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Re: Better Call Art "Tips to More Win Copier Deals"
Great question about how do I account for the toner. With most accounts I will know their volume for the 90 days. I figure out how much toner is needed for those clicks and then include those toners with the order. Explaining to the client that of they run out they would need to purchase a toner. I never run out because I figure at 125%. I then take the charge back for the toners from my company against my commissions. Our warranty covers everything for the 90 days, I have never had an issue...
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Ninestar takes more control of Lexmark
Ninestar takes more control of Lexmark Ninestar of China announced it will increase its ownership of Lexmark from 54.4% to 63% Will issue a loan to Lexmark for $180 million 5 year term Interest rate of 6% Deal to be completed by 9/20/22
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Almost lost yesterday, however.......
Almost lost a deal yesterday. Quoted an A3 black MFP and kept the margin with $3K GP in the deal. The day after I submitted my quote the client submitted me a quote that was far less than mine. I was told this was a major difference in price but would rather to business with me if I can at least meet their price. I offered to do something and resubmitted the proposal with what I thought was fair. A few hours later I received the PO, all was good in my world. In the AM I received notification...
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Copier Sales Oh What A Deal
Just having some fun with creating song lyrics for copiers, how everyone enjoys! Copier Sales Oh What A Deal In the office, on the floor, There's a machine that we all adore It's the copier, shiny and bright Making our workdays, oh so light Copier sales, oh what a deal Making work easier, our hearts they heal With every copy, it shines so bright Bringing us joy,all through the night From black and white to color bright It's the perfect tool, for every sight Scanning and printing, it's all in...