Tagged With "Tri-Win"

Thanks. Good reminder. Enjoy the holidays.

Art, Love it! Great perspective, a true professional. We can't bat 1.000 though it is a nice mindset. Being able to debrief, self-evaluate and learn how to improve is the key. The office environment we sell into as copier reps is rapidly changing and evolving. You may have lost the hardware sale but may look what you gained. Play your "sales cards" right and this can be parlayed into more revenue and more profit. Great job!

Love it. This all played out in full between the first post and today. I lost a deal to a competitor that I truly have never lost an MFP to. I had my typical pissed off time period where I pretty much hate everything and anything and asked the customer the reasoning. He said the church board laid the proposals out and took the cheapest one. I will log everything in my CRM and follow up in 5 years. This is the second time I've lost the deal but I keep going back. I wished him luck and went on...

Awesome!!! Love it!!!

I wrote this blog about three years ago. I thought it would be a god re-post for everyone. In addition, I've added some new content that is relevant for today. Over the years I've seen a lot of really bad Copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones. As much as we always try to get in front of the decision maker(s) there are many times when we just can't get the access to the DM and we have to submit a proposal to the gate keeper that...

I recently attended the Lexmark Roadshow held in Vegas. The theme was winning, and the after-hours fun was driving exotic sports cars at Speed Vegas. Lexmark can win the A4 race and here’s why. Lexmark isn’t listening to the noise of keeping things as they were or temporarily are. Lexmark has always lived in and is doubling down on A4. A4 is the future and those who dismiss this will be left in the past. It seems amazing the speed of these small footprint output devices. All of which have...

Special thanx to Larry and Jason who gave me a few ideas with this next blog! We hate to lose right? Nothing grinds my gears more, than losing a prospect. I expect that I should be able to secure an order from all of my prospects. I expect to bat 1.000, however the reality is far from that. I definitely lose more deals than I win. In fact, I lose about 65% of the time. Is losing 65% of the time a bad thing? I don't think so, because I know that every lost deal moves me close a to obtaining...

This Week in the Copier Industry Five Years Ago Third Week of July 2017 sponsored by I thoroughly enjoy working with and helping our reps, especially with wide format MFPs. As I help to teach them ways to win I'm always asking them questions about the account, the device(s) they have, is there a maintenance/supply agreement, what's covered or not covered, what make and model do they have, along with current print volume and if there is a current lease or not. Those are the questions I need...

Nothing is written in stone unless you have the order docs in hand. Yes, I hate to lose, however when I lost today with a very important opportunity I didn't feel that bad. Don't get be wrong it sucked, however I did get a call from the client explaining why the went they way that they did and thanked me for the professional manner that I approached the sales process. For me, the art of the phone call from the potential client meant that I did every thing right. Sometimes even when we do...

As 2022 draws down. I hope all of my friends and vendors had a prosperous year. All of 2020, 2021 and 2022 presented significant challenges for me and our office technology industry. Years ago I would I would have labeled us a the copier industry, but with all of the changes I believe office technology better suits us as a whole. Heart Aches Still Persist One of my largest challenges for me and maybe our industry was the ability to meet net new objectives in 2022. In fact I failed for the...

The new eruption of COVID in China is going to make a fragile supply chain much worse over the next couple of months. The OEMs manufacturing A3/A4 product in China are finding it difficult to get components from their suppliers. At least the ocean shipping of containers and ground delivery has improved once the inventory arrives.

I just heard about surging cases in China this AM. Seems bad

The last three weeks has been more about loses rather than wins. We all love to celebrate the wins with our peers, however when it comes to losing that's a song we don't want to sing about. With every lose I'll always ask the client why we (I) lost. Three weeks ago I did a Better Call Art video about the benefits of losing. That was the week where I lost 60K in opportunities and one of those was a $25K net new. I had a good shot at winning this because the client was not happy with the...