Tuesday, December 11, 2018

Advice For New to Copier Sales Reps: Ask More From Your Prospects


In your new world of copiers, training is a big component of the ecosystem — so big it’s like drinking from a fire hydrant. By now you’ve probably come to understand that most of life’s challenges will not be solved with algebra or understanding inheritance and polymorphism — learning how to learn is the best lesson.

So it is now with your new copier position. You may be deft at taking notes, creating flashcards and memorizing basic facts, but I’ve got to tell you, not one prospect is going to establish a relationship if all you know are the paper weights and first-copy-out times for 100 different models.

Unfortunately, your dealer principal and sales manager will demand you know the specifications of every model on the show floor. It’s a tug of war between learning what the “industry” thinks is important and what your prospects see as relevant.

More important than specifications is learning everything possible from every business you visit — no matter the outcome. The first appointment is the time for introductions and getting to know one another; all it takes is 20 minutes to understand how your prospect runs the business and the challenges they face every day. Don’t waste time on your company introduction/value proposition slide deck — YOU are the company

Successful selling professionals utilize the “two ears, one mouth” strategy when getting to know the inner workings of a prospect’s organization. It may sound simple...Read the rest here.

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