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Showing posts with label #NewToCopiers. Show all posts
Showing posts with label #NewToCopiers. Show all posts

Friday, February 3, 2023

New to Copier Sales: The Three Levels of Prospects, Part 2



Today we’ll examine the second area of sales genres, the midsized companies, and opportunities.

See Part 1 of this series for an explanation and disclaimer about profiles.

We’ll talk about the midlevel prospects through three dimensions: the approach, the tools, and the expectations.
"Although end users at this level show interest in how your solution works, the pretty colors available, what buttons to push, etc. the real powers that be are looking at solving business problems. They will unconsciously place you in one of two camps: A simple salesperson selling simple tools or a person who has experienced and solved different problems for other companies."

Thursday, August 25, 2022

How Did You Get Into (#copier) Sales ?


I've said it many times, "Nobody grows up wanting to be a copier salesperson...or in sales.'  Your sons and daughters do not look up from that Tonka truck and say, "Daddy, someday I want to sell trucks."  

Right?

So how did you get into the crazy world of static electricity, fire, and black powder?  More importantly, 

What can you learn and take with you to your next position? 

Saturday, March 14, 2020

New to Copier Sales: How to Sell Solutions


What, exactly is a solution? According to Merriam-Webster, it is “an action or process of solving a problem” Sounds simple, doesn’t it?

In the land of copier sales, duplexing (the ability to place images on both sides of a sheet of paper) was once considered a solution. Indeed, the times were much simpler.

Today, the phrase “solution selling” is as old as the hills — some say obsolete. But as with most opinions, it depends on who you ask and how you define solutions. Solutions are less about the “how” and more about the result, but when selling hardware, we tend to get caught up in the how. We talk about how long we’ve been in business, how toner is applied to paper, how much more can be saved with our lease and how fast our device spits out paper.

All true, but excruciatingly boring and out of date.

Thursday, January 10, 2019

10 Things You Should Know When Recruited By a Copier Reseller


In my day, if you wanted a job at a copier dealer, you called them up, made contact, faxed over a resume, and went in for an interview.  Back before then, the size of your vehicle dictated a hire. In any case, you would be hired on the spot.

Today, colleges teach selling.  Today, copier dealers hit the recruitment tour, roving from campus to campus, pitching corporate culture, un-capped commissions, advancement, and trips to faraway lands.

I still believe the copier industry, even in its last days, is the place to get great sales training, create and hone interpersonal skills and improve the resume for your next position.  

But there is bullshit and it starts with the first contact.  Allow me to clear the air -

  • When you hear a recruiter say they sell "Business technology" it means you will be selling copiers.

Contact Me

Greg Walters, Incorporated
greg@grwalters.com
262.370.4193