Thursday, October 30, 2008

MFP Copier Sales Tips "Distance Yourself from The Pack"

Whew! I must say that they last ten years selling for a Ricoh Dealership has been interesting.

When I first started with my dealership back in 1998, Ricoh has just purchased Savin and Savin purchased Gestetner or something like that. Anyway it was easier to sell Ricoh when there was not a saturation of the marketplace that we have today. We all know that Lanier, Savin, Ikon, and Ricoh Business Systems all have the same boxes along with IBM and Toshiba carrying "x" amount of Ricoh boxes.

In essence there was a tremendous need to "Distance Myself from the Pack".

So, how do you make yourself different from the other MFP Copier Sales reps. Well, one of the first things I did was to give myself a NEW title. The title that I came up with was Docusultant (“DOCUSULTANT" Doc.u.sult.ant noun [dókya_súltant]. Professional advisor specializing in document management distribution and strategy.). Now, I can't tell you how many times clients have commented on the title and then asked what is a Docusultant, along with statements like "Interesting, Unique, I never seen this before". In that first moment I have created curiosity and distanced myself from Sales Rep, Account Rep, Sales Manager, Account Rep, and all if the countless other titles that just tell the customer you want to sell them something.

Something else that I keep with me at all times is a vertical market account list. I have eight or nine different vertical markets with my customers names and locations. At anytime during the meeting I can refer to other clients in the same industry that they may know. By referring to this list an asking them if they know any of these accounts establishes creditability that you have already placed successful equipment and solutions within their type of business. If you're not talking about this, again you're like everyone else and your customer does not want "everyone" else. They want creative, resourceful and out of the box thinkers and solutions. What you bring to the table is refreshing and not the same boring inexperienced rep or the rep who has no desire, dedication to the business. Setting yourself apart from the pack makes you unique, different and they will listen more intently when you speak.

Just lately, I have added another resource to set myself apart from the others and I tell you, no one is doing this and this is the resource that puts you in the number one position of creditability and knowledge within the first 5 minutes after you walk in the door for your appointment. It will also help you garner new business and keep on top of all of your clients. If I posted it here, the secret would be out and I would lose my competitive edge in my market place.

If anyone is interested in this last resource send me and email, I will only release this to others outside of my area

-=Good Selling=-

1 comment:

Greg Walters said...

Art -

Great post.

I love sales.

You say, "Something else that I keep with me at all times is a vertical market account list...At anytime during the meeting I can refer to other clients in the same industry that they may know..."

This is basic- but a great device.

Referral selling.

In addition to the list, I have a set of quotes from happy customers and the projects we completed and the amount of money we saved.