Tagged With "Sales Call Commandments"
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Re: A Couple of True & Not So True Humerous Copier Incidents
On a cold call I stopped in at a doctors office. The Office Manager was so glad to see me. She said that she was having fax issues and every time they received a fax it jammed. I told her I wasn't a tech but I would take a look. She escorted me to the fax and I looked down to see some questionably cheap paper. I simply asked if she had tried changing paper. She said "I don't have any control of the paper the hospital sends when they fax me." OooooK. She obviously didn't understand the...
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Re: 57 Days of Selling "Day 44"
Love it Art! I had a day of running around with a networking luncheon followed by a training for a new device that I sold earlier in the month and stole from Sharp. I was extremely late to the party with this deal but they already had a canon that was very old and decided they wanted another canon and on top of that wanted someone to deal with local over Sharp and Ricoh direct. Then I was walking into the grocery store on the way home and got a call from a person I quoted a machine to about...
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Re: COVID19 "Remote Working" Day Twenty-One of Sales
An excellent webinar on how to virtually prospect. https://vimeo.com/407322860/7ef91c5b72 What to say, what to do from America's #1 Sales Outsourcing Provider of the Year. https://www.koppconsultingusa.com/
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Re: When life gives you lemons, make lemonade
@wesmcartor this should be an awesome event for dealers
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Re: COVID19 "Remote Working" Day Forty-Three of Sales
I just created my own YouTube channel doing product videos with future ones planned mostly focussed on MS365. https://www.youtube.com/watch?v=_OotckdOtEg ... and I am working Linkedin a lot more in different ways. Most of the people I know say they have never gotten a lead from Linkedin. They think of this site as a static business card talking about who they are and not what they can do for the customer. They never post to Linkedin. Like most things, Linkedin requires almost daily work to...
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Re: COVID19 "Remote Working" Day Forty-Three of Sales
SSG that's an awesome video! You can send links to clients, and direct them to your channel. It's a virtual demo that keeps on giving. Kudos I have some of the same issues with getting appointments through Linkedin, however I know of several peeps that use Linkedin as their only source for prospecting and they are doing well. I will keep working it since I have a Navigator account now
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Re: COVID-19 Impact on Dealers and the Channel?
I was on the MPSA call today. Here's some points of interest I was going to post on another thread but will put it here for everyone. One major MPS company reported 29% decline in pages or revenue Another major MPS company reported a 71% decline Healthcare for one of those clients saw a 40% increase More inquires from clients in respect to file sharing and content Expecting continuing decline for another 30 days in revenue and prints First week of April they hit bottom and has stayed that...
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Re: Will outside Sales Rep's go away?
Yes agree! I’m not sure when they went online with them but I remember seeing them and didn’t have any use in selling them after that and the person over that product set doesn’t call or visit anymore 🤷🏽♂️
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Re: Will outside Sales Rep's go away?
In 10 years there WILL be outside sales reps, and many of them will be the committed, true professionals of today. The E-Commence platform have changed our business and how we do it. For example gone are the days when you could duck into a 15 story office building and cold call. But electronic format can still be your attention getter and facilitate your efforts in creating interest. I can buy anything on line and cut out the sales person. Try doing your own investing and getting the right...
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Re: Print Copy Tool versus Plotworks
John, The PrintCopy Tool compares pretty favorably to Plotworks. I attached two documents to this post. The Product Support Guide lists differences between the two products. The PowerPoint has screen shots of all the settings in PrintCopy Tool. I hope this helps.
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Re: Ask Me Anything
@TML Yup anytime there;s a new family member it over rides anything that has to do with business. Hope to have you on the next call. Just remember to RSVP on the calendar and I will send you the link
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Re: Things getting weird for Xerox Dealers
Very strange. I interact with the CRG on a regular basis and have had no indication of reduced staff, etc. I can’t comment on your issue with parts as we do not rely on xerox to send our parts, we stock and replenish out of our own warehouse. No substantial difference between xerox parts on b/o than Canon or HP. Not nearly as bad as Ricoh. We dropped the ricoh product years ago as we couldn’t handle the constant toner b/o issues. Parts I can somewhat understand, but toner? Hope that your...
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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: When is Net New Business not Net New Business?
Interesting perspective. We constantly have the talks about competitive machines we took on service, especially brands we don't carry. I tend to consider is taking a Konica on service and then a year or two later upgrading it to our equipment net new business from the sales side. Obviously we had net new business on the service side but not net new for "x" with the equipment sale. I'd be interested to hear how others see this. I hear a lot of people say it doesn't matter but if I bring a...
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Re: When is Net New Business not Net New Business?
I've always learned the two terms separately: Net New Business: Placing an MFP into a new account that had no existing MFP Competitive Knockout: Displacing a competitor's MFP with your own Base Upgrade: Upgrading one of your current MFP's Base Net New: Adding a new MFP into one of your current accounts The terms would be based based on the department. So for your car dealer example, you would be an existing account for their service department but net new business for their sales department.
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Re: When is Net New Business not Net New Business?
I was wondering if the subject of those customers who were acquired through service was going to come up, & Jason's comment is certainly "food for thought"... In his example, he brought on the service customer (with the obvious intention of upgrading them at the first opportunity) & the dealer gets a contract & machine sale that they otherwise wouldn't have. Sounds like net new to me. In my experience, though, most of these service to machine sale conversions are from customers...
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Re: When is Net New Business not Net New Business?
Jay, We typically go after about any machine other than a Xerox. If someone wants us to service their machine and its not a complete piece of junk we will take it on and will get parts and supplies from dealers etc. until we can upgrade to one of our lines; Savin, Canon, or Samsung. We expect our reps to go out and take service agreements and we pay them the first months billing. Most don't like to mess with 30.00 agreements but they add up and eventually you find a big one. We had a rep who...
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Re: When is Net New Business not Net New Business?
We do almost the exact same thing... anything but Canon, Toshiba, & Xerox. If I could get Reps to bring in 4 figure maintenance agreements, life would be spectacular!
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Re: When is Net New Business not Net New Business?
We were staying away from Toshiba for a long time until we had a friend who could sell us parts, supplies, and give us manuals etc. those 4 figure contracts certainly do help. Seems few and far between but I'll take them when I can get them.
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Re: When is Net New Business not Net New Business?
Originally Posted by Czech: I've always learned the two terms separately: Net New Business: Placing an MFP into a new account that had no existing MFP Competitive Knockout: Displacing a competitor's MFP with your own Base Upgrade: Upgrading one of your current MFP's Base Net New: Adding a new MFP into one of your current accounts The terms would be based based on the department. So for your car dealer example, you would be an existing account for their service department but net new business...
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Re: When is Net New Business not Net New Business?
In my opinion, Net New is any revenue stream you did not previously have. Take over service of a competitor's equipment = Net New. Replace that machine purchased from a competitor with one of your own = Net New. Take over management of their print fleet or IT infrastructure = Net New. Replace those printers or computers, Net New. Time comes to renew those contracts at a lower or identical service payment= Upgrade. But, if their monthly payment increases, the difference between the old...
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Re: Target GP Margins
Jason: Take a look at the RBS quote that posted yesterday! It states, their "best" price the first time. In essence they are teaching their people to be just "order takers". Even the Ricoh web site is no listing MSRP with lines drawn through the MSRP to indicate they are discounting. I have no problem with discounting, however there is no reason to put the MSRP on the site and then draw a line through it, the only reason that is done is to initiate a call to their in-line order taking ...
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Re: When did you first learn about the industry
Honestly, it was when I walked in the door for my first interview. I remember the individual interviewing me mentioning that they sold Ricoh equipment, & the only frame of reference I had is that Ricoh sponsored the "Call to the Bullpen" on MLB games at the time. Before I got into the industry, I could not make a straight copy on the first try if you paid me, because I never thought to use the document feeder & could never get the original lined up on the glass. I knew about all of...
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Re: Register for BTA's Aug. 20 Webinar Focused on Proactive Prospecting
Unable to click on the registration bar. Sincerely, Gary Morse Business Development & Client Relations Eastern Business Systems, Inc. 125 Wilbur Pl Suite 210 Bohemia NY 11716 Office: 631-567-8111 Fax: 631-567-8550 Gary@GoToEBS.com<mailto:Anthony@GoToEBS.com> www.GoToEBS.com < http://www.gotoebs.com/ > Tomorrow's Technology Today...
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Re: Register for BTA's Aug. 20 Webinar Focused on Proactive Prospecting
You can follow this link and then select the register link http://www.bta.org/events/event_details.asp?id=653173
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Re: Register for BTA's Aug. 20 Webinar Focused on Proactive Prospecting
Did anyone else catch this? I sat in for about and hour, although it was nothing really new, it did remind me of the basics. Actually there was something that I didn't even think of, when we're making phone calls, we are actually conducting "disruptive marketing", gee, never thought about it that way. I'll be posting the power point to the "clips" section of the our site either tonight or tomorrow. I did enjoy the presentation.
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Re: Ricoh & Epson = "perfect together" NOT!
Call that KIP sales Rep again and make a deal with him. If you can get the deal with 2 KIP 9900s (those will replace the 4 Oce's), then you get to be a KIP dealer. He will also spend half as much in toner as those Oce machines just eat toner.
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Re: Nsi Autostore
Maven , What I tell my customers and when I'm out with sales reps is it's all about getting things done in less steps. I'm in the legal vertical so time is money and everyone has an hourly billable. Right now here's the average user scan: 1.) User walks up to MFP and logs in 2.) Finds their name via LDAP or enters manually and then enters client and matter 3.) Selects Scan to email 4.) Sends PDF to their email 5.) Walks back to their desk 6.) Finds Canon Scan 00034789* (or doesn't because...
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Re: Bad salespeople still exist, don't they?
Spot on Art. I love Gary Vaynerchuk's famous quote, "Legacy is greater than currency." You never know where you will be in 5 years. Walking away from every deal with your reputation and integrity intact is more important.
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Re: Cold Calling today
Art- How did the Linkedin call go? Curious, as it seems like this is the (next) future for b2b cold calling (according to the consultants)!
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Re: The Death Of The B2B Salesperson [Infographic]
Art, I call Bull ****! At least for our industry, the copier industry! This may be true of a commodity (like envelopes, or coffee, or even a PC) but copiers, really MFDs require a lot of attention, both before and after a customer buys it. This article seems to be written by an old brick & mortar company that successfully transitioned to internet sales. This will work for any company that drop ships their products. And I agree that the MFD manufacturers would LOVE for this to be, or...
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Re: The Death Of The B2B Salesperson [Infographic]
Vince: Well stated! I'm having a hard time with this also. We've seen Ricoh on-line now, they are pushing the envelope with direct vs dealer. I agree with you, what happens once the box arrives, what they thought they were getting because product marketing for all manufacturers have a tendency to over state what they systems can and can't do. I'm hoping we are right and Forrester is just pushing BS
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Re: Your Copier
Welcome back😀 https://www.p4photel.com/blog/...-the-copier-industry 6 Reasons Why Flat Rate aka One Rate Will Change the Copier Industry Art Post 36 minutes ago I remember when plain paper copiers used rolls of paper and not sheets. I remember when the glass on the copiers had to move back and forth. I remember when copiers used liquid ink (toner) to produce an image. I remember when you used a dial to set how many copies you wanted to make. Yup, it's been a pretty incredible journey to see...
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer
No, we are not doing any of those agreements with our MFP's. With the printer the device billing would not include the drum, or fuser. Client would pay for those. Device billing is a practical maintenance agreement for the new A3 ink based MFP's. Epson will be launching their 100ppm color device shortly. The only consumables is the print head and the ink. It's rumored that the print head will be warranted for 3 years. In addition the print head is very costly. The idea would be to charge...
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer
Thanks. Interesting. I wonder what the advantages and disadvantages of those ink jets are (compared to laser MFP).
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer
Had a conference call with Epson Monday afternoon. They said the ended up with a 1 year warranty on the print heads but you can purchase an extended warranty for something like $250/yr.? I didn't write that down because the only thing that matters to me is what gets passed on to the customer and manufacturers warranties are seldom passed on. Epson Ink Process advantages: No heat so no heat related issues...no fuser, no cooling fan, no warm-up. Consumes 50% less power No drum or developer so...
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer
Interesting, I thought jh told me the cost was 2,500 per year. I was like what? Can you find out exactly that that cost is. I'm curious as I guess we all are
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer
I guess he was just referring to the Epson C869R (25 ppm). We kept asking questions about the 100 ppm unit and I lost track which unit this information applied to. Sorry for the confusion. We have a launch on the 11th and he promised more info on the 100 ppm at that time.
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Re: Are Copier Sales Reps Asking the Right Questions
As you said, this blog wasn't meant to cover all the bases but your comments about brand loyalty and brand/service provider loyalty are only true if the decision maker has been the same for each decision. If you aren't talking to the owner, you may be talking to a totally different person than the one that made past decisions. You need to know that before you decide whether to pack your bags and walk away. Also, in a leased equipment environment, the decision to stay with the same brand and...
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Re: Why Social Selling Stinks for Most Copier Sales Reps
Very interesting point of view. Always informative. Old adage. The more activity the greater the results. Plan your work. Work your plan. Have a great day.
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Re: Why Social Selling Stinks for Most Copier Sales Reps
Art, love this! You know my take on the integration of social into the sales process. Sales requires hard work as most will not put forth the effort. The reason why ones social anything stinks is their effort, plain and simple. Operating with an analig mindset in a digital world = death blow to a sales rep.
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Re: Why Social Selling Stinks for Most Copier Sales Reps
Who else has a marketing team write their blogs?
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Re: Why Social Selling Stinks for Most Copier Sales Reps
My dealership does, we use DealerMarketing for our blog posts.
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Re: Sharp Direct Service Pricing
I don't know if the bubble is bursting but I think more consolidation is around the corner. I mean in this case, if you do one service call you are in the hole for the entire term of the lease. Their branch in our market will do anything and everything to take business. Sometimes I think they would pay they customer to take the machine.
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Re: Up=Coming China Tariffs on Copiers parts & accessories
These are two listing that I found on ustr.gov site: 8443.99.20 Parts of printer units of subheading 8443.32.10 specified in additional U.S. note 2 to this chapter 8443.99.45 Parts and accessories of copying machines; nesoi Subheading 8443.99.20 following parts of printer units of subheading 8443.32.10: (a) Control or command assemblies, incorporating more than one of the following: printed circuit assembly, hard or flexible (floppy) disk drive, keyboard, user interface; (b) Light source...
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
You can call it whatever you want tariff/ tax but if your cost of goods increases by up to 10% this fall solely due to actions by the Trump Administration we will see if you feel the same by Jan 2019. You seem a bit naive in thinking that a tariff is not a tax. I am sure Ricoh will not share you opinion on selling less new equipment in favor of used gear.