Monday, September 14, 2020

New to Copier Sales: Cold Calling Post COVID-19 is More of the Same




There is great pressure in the sales realm no matter what you’re selling. But for those of us in the imaging industry, the stress is exacerbated. Our volumes were dropping before COVID-19, consolidation was a daily occurrence, and layoffs happened almost every month. COVID-19 kicked all that into high gear, accelerating the transformation in a most turbulent way. 

Today the talk about town is working from home, the death of the office, and surviving the next month. Few meetings are centered on new copiers and toner supply management. When the world presents chaos and uncertainty, returning to our core values and foundational skill set is both rational and confidence building. 

Back to the basics like blocking and tackling, throwing, catching and batting, dribbling, jump shots and layups — for the selling professional it’s more like clear messaging, open-ended questions, relevant talk tracks, and phone calls. 

That’s right. Cold phone calls. Chills run down your spine, don’t they? 

Fear not – there are volumes of books on coaching, dozens of techniques, and hours of seminars chock full of advice and wisdom. 

 Unfortunately,... Read the Rest, here.

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