Sunday, August 21, 2011
Selling Copiers & MFP's "How to be Successful"
For starters you've got to have a passion for being number 1. Nothing floats my boat more than being at the top of the totem poll each and every month. I like to win, don't like to lose and will do the extra work to make sure my numbers are the best they can be month in and month out.
I've spoken about the 3D's of selling before and they are Desire, Dedication and Determination. Too often I see reps that will slack off once they've hit their number. The phone calls, the appointments and the opportunities drop. On the other hand I also understand why this can happen, our business unlike any other is filled with rejection, riddled with price driven customers and reps, along with countless hours of research that can lead to failure.
To be the best you've got to WANT IT! Why would you be in sales if you didn't want to be at the top of the ladder each month, each quarter and year end?
For me, I pick out a goal each year, this years goal is to be number one, not only in percentage of quota but overall sales volume (it's gonna be a dog race to the finish). I'll admit, I'm driven and once I set my mind on something I'll try my hardest to achieve that goal. Along with claiming the goal, everything else seems to fall in place like the commissions, the spiffs, the placements and additional knowledge of the competition. It's a never ending learning cycle and what I like best about sales is that as long as you put the work and effort in, you never know what the next day is going to bring!
So, I've got these three targets that I try to hit every month, I know that as long as I hit these targets I'm going to be Number 1.
I'm going to re post this blog on the P4P Hotel forums with those three targets that helps me be number 1 each and every month. Feel free to log on and become a member of the largest group of Copier (Imaging) Professionals in the world!