The H8full Cold Call: #ManagedPrintServices

Newbies, take caution. Some say phone cold calling is dead. But, for the new copier salesperson, the phone is your lifeline. For you, the cold call is alive and well. For you, it’s dial for dollars or hit the bricks. It is a miracle anyone survives. Yet, some do, some even thrive.

The phone, a mirror and the Yellow Pages. That’s all it took for the rise of copier empires and fulfilled selling destinies — the stuff of legends.

I once loved to cold call. Back then we called them “phone blocks.” Phone blocks filled Franklin planners. Appointments paid for diapers, private school and vacations.

Read the rest, here.

What Customers Say About You...After you Leave the Room(Zoom)

Edited, 9/2018

For all the managed print services sales classes, books, seminars, webinars, and white papers I've seen, nobody talks about the "Golden Minutes".

Wouldn't it be interesting to hang around after a customer presentation and hear what your prospect says about you, your presentation, and your offer?

Think about it, you've planned, written, or created the perfect proposal and slide deck. After 45 minutes of flawless, formulaic presentation you've trialed for a signature, clarified, isolated, and answered objections, moving the opportunity down the sales funnel - you can practically smell the 'share of wallet'.

"I am telling you, from coast to coast to coast, you, the sales professional, and your prospects ARE NOT ALIGNED."

9-1-1 Seventeen Years Later

For years DOTC has paid tribute.

Go sell copiers.

Go sell managed IT.

Go sell water coolers, medical devices, or vitamins...sell something.  And remember many of those on the North and South towers were selling as well.