From: Docusultant (Original Message) Sent: 12/4/2002 6:20 PM
What a week, what a month, what a quarter. My numbers have been horrific! Usally I am at or over quota for a month or quarter, lately at least for the last quarter. I have been working my tail off with almost nothing to show for it but a sock full of hopefulls.
Well, this morning I packed my bags and headed for the shore to see and existing FW780 account that expressed interest in upgrading to a FW470. I had meet with him early last week to show that we could cost justify the purchase of the FW470. A few of my numbers were off on my intial visit for volume and paper costs, so I told him that I would recalculate and bring the justification back (he said, even if the new system cost a little more, he was definately interested)!
Here I was at 9:07 am at the customers office, and we went through the numbers and he liked them! Ok, I said here is th order form, (first things first, the lease was going to be second). He then drops the bombshell and says, "we're moving in three months and I don't see the sense of installing, training and then moving, I'll just wait"!............................
I then explained that the deal needed to be done in December this is how we got the great price and rates. "He said, we'll.........................naw, I think it's best we do it when I move in". I thought (son of a gun, what am I going to do?). I explained that he could sing the lease and the order form and that we'll store the system until he is ready to move, how is that? He was silent..................., then stated that he'll think about it and to call him on tuesday (a week away!). I busted him three times and he is good existing account and figured ok, we'll wait.
With that he said to call on tuesday and I said, I will! (eagerly). My customer then told me to go to the next town and see his friend, he had told him about the FW470 and he said his friend was interested. We'll since I had so many sales an opportunities I practically ran over to his friends place.
When I got there, his friend was not there and I had to leave info with the receptionist. We chit chatted about the existing equipment and how they plot, and how much supplies they use (you know all of the probing questions). I had to get going and on the way out the owner walks in. We introduce each and other, we talk about the FW470. After 30 minutes I have left his place..........................................
with a signed lease for $626. per month (60 months) and a signed order!!!!!!!!!!!!!!!
Crossing my fingers and hope credit goes as smooth as the sale!!!!!
Whats all this about? Keep working, even when you're in a slump. You never know whats going to happen. It did here, $11K GP and a good commission (crossin my fingers).
Art
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