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Wednesday, December 11, 2019

New to Copier Sales: How to Talk with Prospects

The first year of appointments presents many challenges to the new copier rep, not the least of which is building knowledge and confidence. There are many aspects of sales to remember when meeting prospects for the first time, including building rapport, qualifying, informing, establishing trust and moving to the next step. But beyond all the sales techniques and training, when you’re meeting across a desk, coffee table or board room the best thing you can do is have a conversation. A simple, human to human conversation.

Your subject matter must be business-centric, so keep it easy but stay on target. Ask open-ended questions about your prospect’s business; you want them to tell you about the challenges they face every day. Do not fall into the practice of answering questions for your prospect.

"Introducing yourself and your company — no company value proposition, and no 200 slide presentation..."
For the love of all that is sacred, please do not launch a 30-slide “company value proposition” presentation. Even when your prospect is being polite, they hate these things. Don’t do it. Know your company story so deeply that you can articulate the company vision in a relevant and understandable manner.

I know you are anxious to get out there and tell the world your OEMs, software partners and dealership are the best in the industry. But guess what? Every other copier rep...

Read the rest, here.

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Greg Walters, Incorporated