100 calls a day, 240 minutes talk time a day, 4 opps per day equals NO job

I was alarmed when I received and email from a very valued print4pay hotel member. I just spoke with him tonight and I'm hoping I can him connected with another job in his area. I also had his permission to post this and he may or may not want to remain anonymous. But I think this is a great topic of discussion and to see if any of us can help him. Below is the email to me:

Well...

A couple months ago they brought in a new sales manager and started changing our pay structure. Goals went to a 30% monthly incline and if you don't hit goal you don't get commission. Also, in order to hit goal you have to average 100 calls per day with an average talk time of 250 minutes per day and enter a minimum of 4 new business opportunities per day. If we miss any of these points we don't get paid.

On top of that the CEO has a very disrespectful and degrading management style to the point where he pretty much bullies the employees every day. He required that we call the office before and after every stop in the field and would call and email during meetings just to check up. He recently called the client's office because I wasn't answering. He had tracking devices on the work vans, which was fine, it let him know where we were but if I'm with a client I can't take calls for no reason.

Last week we had a total of 7 sales reps. He let 3 go early last week as well as the only accounting employee and 1 of the 3 customer service reps. Tuesday they called me out of the field to fire me along with 1 other sales person.

They now have 0 accounting employees, 2 customer service reps, 2 service techs and 2 sales reps that have only been in the industry for 4 months.

So...as hard as I work at hitting these sales goals I was let go with no notice, explanation or severance pay. They only thing I'm left with is a 4 page non-compete and bills to pay.

I've sent the non-compete to two different attorneys and they say it's solid. Since I saw this coming a head of time I tried to get a sales position with a local company, they really wanted me to work for them, but then had to turn it down once they read the non-compete.

As far as future plans, I sent a resume to xyz company  yesterday and didn't mention the non compete. We'll see how that goes...

I have a phone interview this morning with one of my clients, they're a large processing company. Since I'm going to school for a degree in network security I figured this could be a good option to get the experience since security is a major concern in the credit card processing industry.

I'm not sure where I'll end up but it seems like I've been kicked out of the industry with no explanation at all.

Would like to hear from others as to how we can help.

=-=Good Selling=-

7 Tips to Help Win Net New Competitive Copier & MPS Deals

"My pipeline is always 100,000k+ and I'm required to do 12-15 appointments per week.  I'm finding the opportunities, but not winning competitive deals. (I have a small base list of 10 accounts)."

Was one of the statements that was emailed to me by a Print4Pay Hotel member in Canada this week.  I thought this would make a good topic for this week to see if I can help.

Ok, I'm thinking if you only have a base of 10 accounts and you're not winning competitive deals that means all of your business is net new.  Here's a few things that I try and do with net new business.

1) Find out what brand of equipment they have now and who is servicing the product.

2) Once you've found out what brand they have, ask them what brand they had before their current brand along with who was servicing the equipment. If they had a different brand and servicing dealer this can tell you that they have no brand or service loyalty. If they have the same brand and the same servicing dealer or direct branch, then you've got a tough road to hoe since they have brand and service loyalty.

3) I will dig deep with the customer to see if there is some type of lockout feature or software that will position my company at the top of the pack. I've often found that many reps are lazy and won't take the time to explain many of the features, advantages and benefits of their systems.  Thus you may mention something as simple as embedded scanning to create searchable .pdf's and this could swing the decision in your favor.  Try not to leave any stones unturned when you are in a competitive situation. If you're selling MPS, make it more about the service, the reporting tools, and your fleet software advantages.

4) Make sure you meet with the DM, if not you need to put your best foot forward with the quality of your presentation and proposal.  Many times the DM may leave the decision making up to the person you met with, in this case the cheapest/lowest price may not be the right choice for the person you met with and most likely they will not select the highest price, nor the lowest price.

5) Ask "When will you be making a decision on acquiring the system and what is the process for choosing one vendor over another", make this one of your first few questions.

6) ABC, Always be closing, if a closing opportunity comes up, don't pass it buy. The worst that can happen is you'll get additional info on how the process will transpire.

7) I'm not sure of your market, however in large markets you've got to be prepared and I hate to say this, is to "offer your best deal" in order to get the business.  If you're in this for the long haul and your company services the product well, you'll be able to have an upgrade or additional units in the future that you'll be able to hold margin.

These are just a few items that came to mind.  What I can also tell you is that you need to remove yourself from competitive situations, you need to find the prospects who are NOT in the market. Basically this means that with your skill set you've been able to secure an appointment, assess their pain or challenges and offer a solution that will help them NOW.  Hard to do, but the opportunities are out there, all you need to do is find them.

-=Good Selling=-

8 Tips from Selling Copy Machines in the 80's

When you've been in the business as long as I've been there always seems to be that little something that you can write about.

I was taught that after every order/sale I would then ask Mr. or Mrs. Right for three referrals that I could call on.  Seems back in the 80's everyone needed a plain paper copier. Wait! Let me stop right there, I'll go out on limb and bet that at least 60% of today's reps that are selling copiers probably always thought that copiers always printed on plain paper! Yes, the 80's, everyone needed a plain paper copier, and at the end of every sale we asked "Would it be possible to get the name of two or three businesses that may be interested in our services"?   That was then, and to tell you the truth the last time I used that is when a prospect asked for a better price and I tied in, "If I give you a better price will you sign the order today and I'll need two or three businesses that may be interested in my services".

But, it does bring back memories of things we used to do. Here's a short list of how we did things in the 80's:

1) Send a Thank You card for every sale you made.
2) Send a check for $25 or an in house credit to a customer that gave us as a reference and we made the sale.
3) Ask for referrals after every sale you made.
4) Knock on the doors of the businesses next to the customer you just made the sale to.
5) Give a check to the technicians for leads (they loved this, and I was very generous to many, now it seems that most dealers are controlling this, because too many sales people never paid up).
6) Send Christmas cards (I sent them with my name and the dealership name).
7) Call an existing customer and ask them if they know of anyone who is interested in my services (offer them free toner if a sale goes down).
8) Call and ask for a letter of reference (now you can still call them and maybe email them and ask them to post a referral for you on linkedin. I include my linkedin signature link on my emails)

I'm sure that some of are still doing a few of these today, but I plan to pick up my game with mailing Thank You cards again, asking for referrals after the sale, calling an existing customer to see if they know of anyone they could refer me to along with adding more referrals on linkedin.

-=Good Selling=-

5 Tips on How to Sell More Without Really Trying

Last week we had a special training day for telemarketing, but the day brought back many memories about how I use to get additional business, find additional prospects and or make a new contact. 

Over the years we tend to forget about some of the basics that was taught us many years ago.  I'm thinking that many of these "ways" may have perished because I don't hear anyone speaking or teaching these tactics. 

While this will be one of my shorter blogs I hoping that it will bring back memories for us old timers and for those that are new to the industry some new ways of finding those new accounts.

1. When you're finished writing the order ask the DM if they might know of anyone else that may be interested in your services.  (If you don't ask you don't get)

2. While you're writing the order, ask if the DM would be interested in any additional smaller printers, scanners or a backup MFP. (ya never know right)

3. You're bogged down on price, the DM put it out there, "can I get the system for this ....(he states his price), well you know you can do that price but instead of just saying "if I can do that price can we write order"?  maybe spin it this way "I'm ok with that price as long as we can write the order today and you can give me three references that may need my services, will that work for you"?

4. If you're selling Managed Services along with selling imaging, after you write the imaging order close for another appointment to introduce your other services.

5. Ask the DM is they are involved with an Association for their industry, if so ask for the contact name of that person.  Call the Association and ask about sponsorship initiatives, speaking opportunities for educated the members, or showing your wares at one of their meetings.

Numbers 1, 2 & 3 seem to have been forgotten at least in my neck of the woods.  I just don't hear managers preaching these.  Hope this helps for everyone.

-=Good Selling=-

How Do You Feel About the Copier Industry?

How Do You Feel About the Copier Industry? This is the title of a recent thread on the Print4Pay Hotel forums that was posted a little more than a month a go.  I thought I would share some of the comments from our members.  If you'd like to read the entire threads please go here and register for a free membership.

I still believe there are many more pages to capture. I'm not thrilled with the shrinking margins, however I gotten used to picking my battles and knowing when I can make GP and when I can't. I think our industry needs to be more creative with new products also..... Member from NJ

We have one dealer in our territory with the sell at all cost mentality, low ball service, low ball the sale just to get the deal..... Member from WI

I'm in favor of a contraction of the industry as a whole.... Member from NJ

Anyway it seems you have to work harder and harder every year, I'm not opposed to working hard but will be interesting to see when the industry bottoms out. Member from New Zealand

Society does not seem to be producing people who want to be in outside sales or think that they can earn an income other than by sitting behind a computer..... Member from Canada

I think it is easy (30 years of thinking a warped way) but when you get a

How to Close More MFP & MPS Sales

The other day I read and article by Tom Callinan titled "Close More Sales" on The Week in Imaging.   I found the article enjoyable and a good read, in closing the article Tom presented this paragraph.

How do you actually close more sales? That’s easy; uncovering a solid business case by asking great questions, listening attentively, and focusing on moving the sale forward with every meeting. The best closers are those that spend their time to uncover specific issues their product or service will alleviate, and understands the precise value of addressing those issues before they ever move to their proof source. After you’ve uncovered a quantifiable business case and you’ve proven that your product or service can address that business case closing will be as easy as “It seems like it make sense to move forward with the (your product or service) acquisition/installation, doesn’t it?”

I agree with everything above, what I don't agree is that this will help you close more sales, it will help you close a sale.  For those of us in the business long enough we know that WE CAN'T close every opportunity.  There will be those appointments where you can be the best listener, you can ask great questions, you can uncover those specific issues, but you're just not going to get that deal for whatever the reason may be.  It could be price, value, a cousin pops up who is in the business, a neighbor is a friend of the CFO who has a guy, the list goes on and on.

The key to closing more sales is to have a bounty of opportunities and follow what Jim pointed out with every appointment. Let me put it this way, if your quota is 60K per month, you need three times that in opportunities that may close that month. That's $180K worth of potential business every month, if you don't have three times you quota in the monthly pipeline you won't close more sales.

This month alone I had two opportunities that went by the way side, one I lost and that opportunity was over $70k and the other was put on the back burner for a few months and that opp was $42K.   That's $112K lost, fortunately I still have another $60K that still may be able to close this month.

Many reps especially new reps will have a few good months or a few good quarters and then they'll relax, thus the activity will drop (which includes calls, emails, mailers, stop ins). When the activity drops then so does the opportunities. 

My belief is that you need to generate 3-5 opportunities each week to close more sales, we'll lose a lot of them but we'll also take our fair share also.

If you'd like to read more on this and become a member of the Print4Pay Hotel. We have more than 2,300 registered members from around the world that share sales information and tips on a daily basis. Registration is free and the forums are secure for members of our industry.

-=Good Selling=

Copier Sales People, Abe Lincoln & Baseball "What do they have in Common"?

Just back from Presidents Club and we lost a day coming home due to flight delays with another winter storm here in the Northeast.  I had just four days left in the month and quarter. Thus, I've not been able to write as much, so I thought I would go through some of the older Blogs that I liked and repost them and give some additional updates. The story below is awesome display of why we never quit.

We've all heard the story about Abe Lincoln and how many times he lost running office before he finally succeeded, one of the oldest sales success stories. Never give up, never lose faith, be a grinder, his law partner said of him "His ambition was a little engine that knew no rest." 

You know what?  I know a kid just like Abe Lincoln.

 

For those who know me, they know that my passion is for coaching. Since my son turned 5, I added my name to the ranks of those who have coached Little League, Babe Ruth, Pony League and then graduating to Summer Collegiate Teams and Fall High School Teams. Over the years I have coached these young men in three D's of Life or better referred to as the 3D's of Baseball. Desire, Dedication and Determination, I have always preached that if you have these three qualities you can reach what you've always dreamed for whether in baseball, life or work. I am honored that some of these guys still find the time to call me and "shoot the breeze".

Until, this summer, I would always recruit players or someone who knows someone would call me to be placed on the team. I don't run an elite team, just one where everyone gets to play no matter what the talent level is. This summer coming off the Collegiate season, I really didn't have the time to make a lot of calls and especially with the economy dragging. So, this summer I placed posts on local sports message boards in NJ looking for players.

I had a few calls, placed a few guys and then I had an email from a player. He stated that he was a LHP Pitcher and had pitched in HS and was looking for a fall team to play on. I responded with and email stated we would love to have you on the team. A few days passed and I didn't hear from him, then a few days later I heard from his father. I was a little surprised since I had not heard back from the player. His father and I spoke and he stated, "did my son tell you about his disability", (geez I thought), I responded with no he didn't. With that the father told me that his son has cerebral palsy in his right arm and has no use of it..........., however he is a hard worker and loves the game of baseball, his father stated that he son pitched like Jim Abbott . To tell you the truth, I was not sure what to do at that time. I then relied on why I coach, why I run the teams, its not for me its for the guys to get better and hopefully they will be able to advance and play baseball in college. With that I stated we would love to have him on the team.

The day came when Bryan arrived on the team. Bryan is about 6'0" and has good size for baseball. He had very limited use of his right arm and did a glove transfer similar to Jim Abbott.

I find it hard to describe all the great things about this kid. I saw it right away, he already had the 3 D's. His desire to succeed, his determination to get better and his dedication to the sport was probably more than all of the other guys on the team. He's enthusiasm to learn, to work hard and to soak up our knowledge was impressive. Did he throw hard, no, but he was a lefty, and all this kid needed was some confidence. Well, I must say that his attitude and perseverance won everyone over, team members, parents, coaches from other teams and players alike.

On one day he called me and asked if I thought he could pitch in college. I told him there is a college for everyone who still wants to play ball, and I thought he could pitch at some college. His outings kept on getting better and better and he quickly became one of our best pitchers. (confidence, desire, dedication and determination). I had spoken to Bryan and asked if he had contacted any colleges, he said he had however he was not getting much interest. I made a call to a local college and spoke to the coach and told him about Bryan, his demeanor and all of this kids attributes. A few days later the coach came to one of our games, saw Brian pitch and was impressed. He then called Brian and set up a visit with him and his parents to the college. As of a few days ago, Bryan will be going to college and will be playing college baseball.

On this past Sunday, we gave him the ball against one of the best fall teams in the State, we lost 2-1, however Brian pitched all 7 innings, allowed zero earned runs and only two hits. It was one of the finest memories that I will ever have and one that I will carry with me for the rest of my life. So many of us, will say why me and he says why not me? His Desire, Dedication and Determination hits home, and is a great story about a great kid who has the heart to compete, the heart to win and the heart to never give up.

My hats off to Bryan, way to go kid!

The next summer Bryan was invited to the Old Timers Yankee Game (yes, Bryan is a Yankee Fan) at the New Yankee Stadium where he was honored and got to met Jim Abbott.  Bryan reached out to me and my family and invited us to the game. I was honored and it was a wonderful experience.

=Good Selling=-

How to Add More Selling Days without Really Trying

How many sales days do you have in a year?  Betcha you don't know!  Sales aka Selling days or how many days per month, per quarter and per year has been something that I keep an eye on.  Try to take a sales day away from me because you want to close the month early drives me up a wall.  Let's face it I only have "x" amount of days each month and I need to make the best of them.

Some dealerships or direct branches will close on the calendar end of the month. Others will close the month early so their "bean counters" can get a better handle of closing all of the sales by the end of the calendar month.

Some months have more selling days and some less, your job is to get a handle on how many days you have each month to attain your quota.  There are ways to add to your selling days, and the first would be to stop doing

The Birth of "State of the Art" Copier Technology

There was a recent post on the Print4Pay Hotel forums that was asking members if they inject humor in their copier/mfp demonstrations and if so what were some of those classic wits of humor that we use.  Of course I added by two cents but I also added a paragraph about some of the old technology that was used in copiers before they went digital in the mid nineties.

With one of our Mita (I sold the Adler Royal version), there was a feature that allowed users to white out or black out areas of the copy.  The prospect/user would use a plastic pen to white or black out a section of the document. I would set the user up, give them the pen and state that they need to be very careful with the pen because "inside the pen was the technology that enabled the document to white out or black out" and that if the pen was lost it would cost $300 or so for a replacement. The user then selected the points on the editing board, pressed the copy key and the copy would be edited with either the white out or black out section of the copy. Prospects and users awed when we showed this feature!

This was funny to me because some users actually thought the technology was in the pen and I had a few frantic users calling me that they had lost their pens and needed another. LOL

Another Mita copier had the ability to copy in two colors at the same time. It was always

A Unique MFP Proposal with the Help of Ben Franklin

Some of us do ROI presentations and some of us don't. For those who don't you're missing opportunities! Do not leave any stone unturned when consulting on current costs for the total cost of operation

Recently, I had the opportunity to quote for two MFP's in two workgroups. First thing I noticed is that every desk had a laser printer on it. Below is a run down of the two work groups:

Workgroup #1 (6 people)

• 6 laser printers


• 1 fax


• 1 large copier (MFP) however it was not connected

Workgroup #2 (8 people)

• 8 laser printers


• 2 fax (one for inbound and one for outbound)


• 1 large copier (MFP) this also was not connected

I did my usual routine, gathered config sheets from every printer, got the meter reads from the copiers and printer along with the reports from the faxes for inbound an outbound pages. Once I gathered all of the information, I went back to office and looked up the cost per page for each device and put together a ROI spreadsheet for the customer.

As per usual, I indicated that the desktops printers and fax machines should be

10 Ways to Increase Your Copier and MFP Sales

I dug this up from the past and made a few minor changes, something that stuck out right away was that I was mentioning "workflow" three years ago.  Workflow is now the buzz word for the industry.  Just thought I would share that.

Whats made me successful in the field for so many years? I given this much thought and would like to share my top ten from my 32 years in down the street sales.

1. Be a consultant and not a sales person. Dig deep for their workflow and volume.
2. Always try to meet with the buyer/decision maker and not the gate keeper.
3. Be a professional at your job. Be on time, Courteous, Clean, speak their language.
4. Find out what your potential client does, what do they sell or manufacturer.
5. Position your self as the expert. Testimonials, Recommendations, Certificates..etc
6. Find out who they do business with. You may have common ground.
7. What is their buying time and why? (do they have pain)

I Stink as a Salesperson

I really didn't want to use "I Suck as a Salesperson" in the title, so I'll use it here. Even though I had a OK month when it comes to revenue, it seemed that every sale or opportunity I touched had issues.

Personally, I had too much on my plate, February had me at 22 or 23 opportunities that could close, most of them came down the wire and a lot of them rolled to March.  In January of this year I asked for a higher quota to push my self.

I found the opportunities,  however with so many open opportunities I was overwhelmed and fell short of hitting quota by about 3K.  The good thing, I should have a super March, the bad thing, poor planning on my part on some of the deals and just not enough time in the day. Gee, if I only had another me! Yeah and I forgot I took two vacation days in a short month, that didn't help either.

Selling Days

Moving into March, I'll also be short on selling days due to our Presidents Club Trip. I will lose 22% of my selling days this month.  How many of you actually look at the calendar every month and count how many selling days you have?   I have the selling days mapped out for each month of the year in advance and it helps with knowing when we have a longer and shorter sales cycle.

What Will I Do Different This Month?