Shizz I'm so revved up I'm going to answer my own post.
Do you know your comp plan inside out, backwards forwards and divided by PI?
If not start there.
Dissect your assignment/territory.
Then make a list of all potential customers, eliminate BS (i.e. gas stations, food marts, beauty salons, bike shops etc...) then look at whats left over make sure they can MAKE LOCAL DECISIONS, don't call a Proctor and Gamble office in your territory just because they are big (they cant buy from you even if it was free)
Then call the ones that are left and find out where they are in the buying cycle and who makes the decisions. Enter into a database of some sort. Call and get an initial introductory appoint and wallah! you've got a prospect.
Now get about 20 into your pipeline and start selling! (The selling part I'll leave to another day but prospecting and getting prospects is easy.)
On top of it all you have Kyocera printers (the lowest CPC in the industry)
Now quit whining and start working 10-12 hour days to begin with, when you get going you can cut back, learn about how businesses work and what their issues are and how you can help them, learn paper intensive vertical markets.
Who the Heck do you know that makes $100k Plus and doesn't work there AZZ off and are experts at what they do?
quote:Originally posted by Meshyf:
As a new sales rep with no prior outside sales experience this industry is insane. Going door to door cold calling isn't working. I don't know if it is just my approach or buyers have changed but the sellers haven't. My dealer is super old school. I asked for a recommendation on some crm software and they said use you're brain and a rollodex. Technology had dramatically changed the service side of things but the sales side is still in the 1950s.
So buy one ACT is $150. Excel is free comes with Office.
I guess I shouldn't have buried the lead there. The problem isn't the lack of a crm software, the problem is the company culture. If I can't get something as simple as Crm software from my manager do you think I get any help with my installs or pricing issues? I'm limited to only new equipment from one product line.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.
quote:Originally posted by Meshyf:
I guess I shouldn't have buried the lead there. The problem isn't the lack of a crm software, the problem is the company culture. If I can't get something as simple as Crm software from my manager do you think I get any help with my installs or pricing issues? I'm limited to only new equipment from one product line.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.
Company culture who cares? Its not a social club. You should be out in the field 7 hours a day learn your trade it takes a min 2 years more like 3 to even be able to wipe ur own arse. What about all the other advice I gave in two posts?
Yes there is more to this. Ive seen 200 guys like you. Admit it you want a job with clear expectations etc.. wrong industry. You got to be a rain maker. YOU HAVE TO MAKE IT HAPPEN. PERIOD.
quote:Now quit whining and start working 10-12 hour days to begin with, when you get going you can cut back, learn about how businesses work and what their issues are and how you can help them, learn paper intensive vertical markets.
Kudos 10-12 hours will make you a winner and put you in the 100K club
quote:Originally posted by Meshyf:
they said use you're brain and a rollodex.
They are telling you sink or swim o young one. Or use the force Luke. (There you have it a Star Wars reference)
quote:Originally posted by Art Post:quote:Now quit whining and start working 10-12 hour days to begin with, when you get going you can cut back, learn about how businesses work and what their issues are and how you can help them, learn paper intensive vertical markets.
Kudos 10-12 hours will make you a winner and put you in the 100K club
When starting out yes it will.
quote:Originally posted by Yoda:quote:Originally posted by Meshyf:
As a new sales rep with no prior outside sales experience this industry is insane. Going door to door cold calling isn't working. I don't know if it is just my approach or buyers have changed but the sellers haven't. My dealer is super old school. I asked for a recommendation on some crm software and they said use you're brain and a rollodex. Technology had dramatically changed the service side of things but the sales side is still in the 1950s.
So buy one ACT is $150. Excel is free comes with Office.
I use a crm called highrise for the print4pay hotel, it's cloud based on $19 or so per month, it's actually quite good!
quote:Originally posted by Yoda:quote:Originally posted by Meshyf:
they said use you're brain and a rollodex.
They are telling you sink or swim o young one. Or use the force Luke. (There you have it a Star Wars reference)
Yoda:
I've been waiting for a star wars quote from you for years! nice
quote:I guess I shouldn't have buried the lead there. The problem isn't the lack of a crm software, the problem is the company culture. If I can't get something as simple as Crm software from my manager do you think I get any help with my installs or pricing issues? I'm limited to only new equipment from one product line.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.
I've always remembered these quotes:
The hardier I work the luckier I get.
Winners make things happen, losers wait for things to happen.
Be careful what you wish for.
The thought of cheap price is long forgotten after poor service.
Sometimes you need to crawl before you can walk, the time that you are putting in now will help you in the future, be patient, put some numbers up despite the pitfalls, prove that you can succeed and not for one month or one quarter, if you can do all of that you can have the keys to kingdom.
As one Yoda stated there is "beauty in this industry", if you put numbers up on a consistence basis you can write your own check, take extra days and time off, and have fun doing it. I'm 33 years doing down the street and I still enjoy my job (except when I don't have my numbers).
Art
quote:Originally posted by Art Post:quote:I guess I shouldn't have buried the lead there. The problem isn't the lack of a crm software, the problem is the company culture. If I can't get something as simple as Crm software from my manager do you think I get any help with my installs or pricing issues? I'm limited to only new equipment from one product line.
You're probably half right. Knowing the company I know there is more at work to this problem than in just not "creative" enough.
I've always remembered these quotes:
The hardier I work the luckier I get.
Winners make things happen, losers wait for things to happen.
Be careful what you wish for.
The thought of cheap price is long forgotten after poor service.
Sometimes you need to crawl before you can walk, the time that you are putting in now will help you in the future, be patient, put some numbers up despite the pitfalls, prove that you can succeed and not for one month or one quarter, if you can do all of that you can have the keys to kingdom.
As one Yoda stated there is "beauty in this industry", if you put numbers up on a consistence basis you can write your own check, take extra days and time off, and have fun doing it. I'm 33 years doing down the street and I still enjoy my job (except when I don't have my numbers).
Art
You are wise beyond your years Obi-wan kenobi.
That's it never again. I actually looked up the spelling. LOL.!
Yes...all this "you have to provide solutions" talk is all fine and good but it's still a numbers game. However, you have to make each call effective by getting information that will help you someday get in the door. What they have (or who they call for service should tell you what they have), whether they own or lease, are they 100% satisfied, and who makes the decisions. Your questions can't come across as an interrogation or you won't get any info from the receptionist. But if you are pleasant and ask each question as if its the last question, I can usually get pretty far. I may not get it all on the first call but I keep good records and use what I get to get more info the next time. Say I only get the brand of copier on the first go around, I go back a few months later and say, "I know you have a Canon copier but can you tell me whose decision it was to go that direction?" For the most part, I cold call for information, then phone call for appointments. I can often get past the gatekeeper by saying, "I need to speak to Mr. VITO regarding the Canon copier that you have." I don't tell the receptionist that I work for the company that sold them the Canon, but they seem to somehow assume that oftentimes.
quote:Originally posted by Old Glory:
I can often get past the gatekeeper by saying, "I need to speak to Mr. VITO regarding the Canon copier that you have." I don't tell the receptionist that I work for the company that sold them the Canon, but they seem to somehow assume that oftentimes.
nice, very nice
quote:
As one Yoda stated there is "beauty in this industry", if you put numbers up on a consistence basis you can write your own check, take extra days and time off, and have fun doing it. I'm 33 years doing down the street and I still enjoy my job (except when I don't have my numbers).
Art
I have been in the industry about 13 years, I would love to say 33 but I'm only 31 years old (just to rub it in Art!)
If there is one thing I realized in my early years, you can't work somewhere for a year or so and go to the owner/manager asking for changes. You haven't earned your stripes yet, the business has seen hundreds of sales reps motivated with piss & vinegar ready to change the world and they crash and burn in the first 18 months. The typical copier vendors in my area have 50 reps each and Hire/Fire 5 or so a month - that's a huge mortality rate!
As everyone has said, this is a long term industry. You have to keep you head down for at least 2-3 years before you should even consider putting your 2c forward.
That being said, I did 150% of my months target in the first week so I slept in till 10am this morning - so there is light at the end of the tunnel!
quote:I have been in the industry about 13 years, I would love to say 33 but I'm only 31 years old (just to rub it in Art!)
yeah, yeah, rub it in!
Great thread, and I loved what Yoda had to say.
Some questions:
1) How can I generate more PROSPECTS (not leads) outside of work hours?
2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later?
3) How do you emphasize pain points? Do you push, or let the customer see the error of their own ways?
4) Closing tips?
@Art : I may start buying your materials.. I am hammering on this industry and Yoda had it 100% right when he said that with this job you have to treat it like your own business.
www.copierdirect.ca
Some questions:
1) How can I generate more PROSPECTS (not leads) outside of work hours?
2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later?
3) How do you emphasize pain points? Do you push, or let the customer see the error of their own ways?
4) Closing tips?
@Art : I may start buying your materials.. I am hammering on this industry and Yoda had it 100% right when he said that with this job you have to treat it like your own business.
www.copierdirect.ca
quote:Originally posted by Czech:
Great thread, and I loved what Yoda had to say.
Some questions:
2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later?
4) Closing tips?
Forget everything else "ITS ALL ABOUT CASH FLOW IN BUSINESS" if you can't meet payroll next week doesn't matter whats coming next month.
2) I'm not sure you get it. Sell NOW to people not in the market NOW. Not later.
4) Closing is just a natural progression from offering a break even TCO analysis now. Who wouldnt want to spend the same or a little more and get more? No one!
Example: you are paying monthly payments/maintenance/insurance/gas for a Toyota Camry right now yes? What if I could offer you a Mercedes for the same price right now? Would you do it? Maybe. But it would at least open a dialogue right now, wouldn't it? Of course it would.
Get some sales 101/6th grade math training. Forget about the technology they all do the same things. Scan/print/copy and BTW the Japanese all share technology eventually.
Peace out!
quote:Originally posted by Czech:
Great thread, and I loved what Yoda had to say.
Some questions:
1) How can I generate more PROSPECTS (not leads) outside of work hours? Get involved with your civic, church communities
2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later? Include your linkedin profile on your email salutation and make sure you have many references from other customers and or prospects.
3) How do you emphasize pain points? Do you push, or let the customer see the error of their own ways? Ask and ye shall receive, when a customers states an issue, ask if that is a problem for them. If you notice something by all means bring that up and then listen
4) Closing tips? ABC, always be closing for the next touch whether an appointment, a demonstration, webex or the order. Lead them down the path of taking the next step.
@Art : I may start buying your materials.. I am hammering on this industry and Yoda had it 100% right when he said that with this job you have to treat it like your own business. Yoda is right, essentially it is your business, you are the first point of contact for them, new customers are buying more from you than the name on your business card.
www.copierdirect.ca