A few weeks ago I decided to start talking DMS (Document Management Software) on every appointment.
I had downloaded a copy of Virutal Copier Software for a trial over three months ago. I liked what I saw, however I needed more time. I called Steve @ VCS and he was able to accomdate my needs.
I specialize in the small to mid size business here in New Jersey. My first appointment resulted in a 4 license sale, all hardware and software sold @ MSRP. My second appointment was this morning, here I quoted another 5 licenses of VCS, along with an Aficio 240W and Document Mall 3Year/1GB service. All @ MSRP, this sale is pending approval, and I hope to have it in a few days (cross my fingers).
Anyway, in all of my future appointments I will lead or some how get to the "talk track" of Document Management Software.
After 24 years in the business of down the street sales, I had heard all of the stories about the first generation of dry plain paper copier sales people. Legend has it, that the first dry plain paper copier sales people actually wore silk suits, five hundred dollar shoes and drove fast cars!
All they had to do was walk through the door with their wares and business owners dispense A CHECK FOR THE COPIER BEFORE THE SALES PERSON WALKED OUT THE DOOR!
History had a tendancy to repeat itself (even with copiers). The time is right to sell Document Management Software, those on the fore front of this technology in the MFP world will be the ones to drive fast cars, with fast cars and walk in $500 shoes (not to be confused with a lesuire suit).
Those who refuse to lead the pack will be left in the back of the pack. They will be picking up the crumbs that are left behind.
I hope to continue bringing you success stories from the field and would like to hear from other Dealers and Reps about the future of DMS in their Copier Dealership.
Thanx
Art
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