sales input

okirobElite P4P'er

I have been a service technician and service Manager within the office equipment industry for the past 18 years. In September 2013 I decided to go on my own and open my own copier dealership, we have become a Sharp authorized dealer and also carry refurbished Ricoh equipment.

The base has been growing by installing machines in the field and taking over competitors service contracts and now have 2 technicians plus myself in which I am doing all the sales.

Now being somewhat new to sales I know that I can be doing better and would like some input. The speed bump for me is the business to business call "cold calls" am out in the field for roughly 5 hours a day and have no issues going into any business. I realize each customer interaction from b2b is different but I would like to hear what different strategies, ideas and opening comments others might be using or doing.

Any input would be greatly appreciated

Bob

4/1/141:14 AM

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Original Post

Kyocera GuyDocusultant Elite P4P'er VIP

@ Okirob

#1. There is a lot of hype about Cold Calling being dead. It's not. Keep plugging away.

#2. Never go into a sales "pitch" when you go into an office. At this point you are just getting information to build a pipeline of business for the future. Tell your prospects that up front. It will help them relax and probably get you lease dates.

#3 Ask for help from your Sharp rep. They should be more than glad to help you with selling their stuff. Take them on calls with you.

#4 Find a couple of Sales Gurus that you can relate to (Jill Konrath, Tim Wackel are a couple of mine) and read their stuff. So much free sales training on the internet right now it's crazy.

#5 Have fun.

11/5/1410:31 AM

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