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      05-20-2008, 02:55 PM   #1
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Salespeople: Teach me how to selllllllllllll

alright... i have a friend who sells copy machines for a large US manufacturer. He needs my help to find an easy way to sell, or a more direct or more smarter way to get clients.

He has a list of all business in his region, he calls and walks in to talk about his products, but as you probably know this is not the best way to do it.

the question is: what's the best way to do it?!

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      05-20-2008, 03:04 PM   #2
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hmm I would do research on the company he is prospecting i.e scout out if possible see how many units they currently use and find out the annual cost on these machines and then show a cost effective solution to this issue that the operators would have never seen coming who doesnt like saving money while streamlining a operation such as paperwork??? and offer package deals and let him know you have had great success with this machine due to its ......,......,... and so on make your self almost appointment only based and tell him you will draw up a business plan specific to his user enviroment!
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      05-20-2008, 03:19 PM   #3
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the short version - I want my sales people to determine what keeps a customer up at night (literally or figuratively) - find out what they need, and how your product or service can meet that need.
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      05-20-2008, 03:20 PM   #4
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Quote:
Originally Posted by TurboFan View Post
the short version - I want my sales people to determine what keeps a customer up at night (literally or figuratively) - find out what they need, and how your product or service can meet that need.

amen identify common need or want and then make your product fit that need or want.....god I need a more stimulating job lol
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      05-20-2008, 03:25 PM   #5
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selling copy machines is a tough gig...very price sensitive..with long selling cycles...persistence is a key

I have a Ricoh MPC-3500 and the only reason that I got it was that my Cannon IR could not scan to pdf and/or email...

I waited until the rep dropped by and asked about pricing and features.

Your friend needs to bring something to the table...new features...more...better..bigger AND for the same or less price...

He needs to have all of the figures worked out and tell me how he is going to save me money...
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      05-20-2008, 03:46 PM   #6
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Agreed. I've had a couple copier sales people come over to our business. The good ones can sell anything. You have to be calling day and night on customers, be there ready when the iron is hot. Establish yourself as credible, get them the info they request, but you must tie their need to your service or product. The best sales people can show how they fit a need of a business, in such a way that they can command a premium for their product or service, becuase they've struck a nerve with the customer. It's a very elusive target, and the window of opportunity is narrow. Activity is critical.
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      05-20-2008, 10:55 PM   #7
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it all depends on what u r selling. usually u need control but read a book on selling...
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      05-20-2008, 11:44 PM   #8
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      05-21-2008, 01:03 AM   #9
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Nabil, definitely offer free quail eggs with every copier purchase. haha.
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      05-21-2008, 01:35 AM   #10
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show added value...if your client feels like they need you or whatever it is you are selling, you will eventually have a loyal client.
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      05-21-2008, 07:30 AM   #11
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just tell your friend to tell potential clients that he is selling the BMWs of copying machines. that should seal the deal, right?
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      05-21-2008, 08:35 AM   #12
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I have been in sales for decades. Construction now. I tried copier sales (owner was a friend of the girl I was dating) a long time ago. All I can say is I hated it. They would send me to a high rise and tell me to ride to the top floor and cold call every office all the way down. If he can get his confidence up (make a few sales) he should be able to sell anything later on his career. The key is to have some info prior to visiting as to whom the decision maker is. Getting by the front desk girl/guy can be brutal. They are the gate keepers.
I lasted 3 weeks and ran like hell.
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      05-21-2008, 10:26 AM   #13
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I'm not in sales, but my dad has been for decades (still is). Just from hearing his stories and seeing him I've picked up on a few things.

Sales is one of those things, you either have it or you don't. You have to be a good bullshitter, but with 100% honesty. Some people are good at sales, but lie. It works at first, but quickly catches up to you. You have to bang the phones all day. Set 100 numbers to call one day, 200 the next and so on. Know and have confidence in your product. If you don't, you'll fumble and fall.

Also, you have no friends at work. Everyone is your competitor and there are no boundries. My dad told me a story about one company he worked for. One guy "claimed" to run a certain territory, yet he wasn't getting sales. My dad went for it and got the business the guy couldn't. The guy stood up in the middle of the office and said who's in my territory. My dad stood up with an asshole smirk on his face and said "That would be me." The guy ended up not saying anything and stormed off."

The problems with sale is when you start making big money. For my dad last employer he was the number one saleman year after year. He was bring in so much business he was making more than the president. So what did the president do, start promoting everyone who didn't do 1/10th of my dads work. That just drove my dad harder, then the pres started shafting his money. My dad quit and after failed other endevours started his own business. The a-hole presidents company went under.

If your friend is still in college, he should take a sales class. I don't plan to go into sales, but figured the class would help me out in other ways in life. It was worth it.
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      05-21-2008, 11:35 AM   #14
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Quote:
Originally Posted by just4kickz View Post
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my mantits?
Quote:
Originally Posted by OverSpun View Post
Nabil, definitely offer free quail eggs with every copier purchase. haha.
LOL WTF! im not the one selling
Quote:
Originally Posted by UCSBMW View Post
show added value...if your client feels like they need you or whatever it is you are selling, you will eventually have a loyal client.
well what im asking is how to get into the door without having to do a sequential search and trial-error thing. a smart way to find the potential customers
Quote:
Originally Posted by yoyeewee View Post
just tell your friend to tell potential clients that he is selling the BMWs of copying machines. that should seal the deal, right?
definitely! what about companies with owners driving Benzes?

@ Rest: thanks for valuable responses. i'll pass the info thru.
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      05-21-2008, 11:50 AM   #15
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Quote:
Originally Posted by Couch View Post
I'm not in sales, but my dad has been for decades (still is). Just from hearing his stories and seeing him I've picked up on a few things.

Sales is one of those things, you either have it or you don't. You have to be a good bullshitter, but with 100% honesty. Some people are good at sales, but lie. It works at first, but quickly catches up to you. You have to bang the phones all day. Set 100 numbers to call one day, 200 the next and so on. Know and have confidence in your product. If you don't, you'll fumble and fall.

Also, you have no friends at work. Everyone is your competitor and there are no boundries. My dad told me a story about one company he worked for. One guy "claimed" to run a certain territory, yet he wasn't getting sales. My dad went for it and got the business the guy couldn't. The guy stood up in the middle of the office and said who's in my territory. My dad stood up with an asshole smirk on his face and said "That would be me." The guy ended up not saying anything and stormed off."

The problems with sale is when you start making big money. For my dad last employer he was the number one saleman year after year. He was bring in so much business he was making more than the president. So what did the president do, start promoting everyone who didn't do 1/10th of my dads work. That just drove my dad harder, then the pres started shafting his money. My dad quit and after failed other endevours started his own business. The a-hole presidents company went under.

If your friend is still in college, he should take a sales class. I don't plan to go into sales, but figured the class would help me out in other ways in life. It was worth it.
An old guy asked/told me a my college graduation.."What are you going to do"?
"I would like to start out making more than the average bear".
"Sales, son" "My top sales people make as much if not more than me, and I love it". Alrighty then......

I offer refferal fees to people and it works great for me. You have a sort of side sales force working for you! Some companies frown on "bird dog" fees though. Why, I have no idea.
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      05-21-2008, 12:23 PM   #16
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Do what I do, BUILD VALUE VALUE AND MORE VALUE. I have a little motto i run by, WHEN VALUE EXCEEDS PRICE, YOU HAVE A SALE! btw I've sold bimmers and now I sale Dodge, Chryslers, and Jeeps and at both my dealerships I've averaged 15 cars a month how else could I pay for this damned car!!
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      05-21-2008, 12:32 PM   #17
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that i understand, but how to get in the door to show the value that's the question bro.

my friend sells, once he's let in he can sell. but getting in is the challenge, i guess
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      05-21-2008, 12:34 PM   #18
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Quote:
Originally Posted by ///Mantis View Post
my mantits?

LOL WTF! im not the one selling

well what im asking is how to get into the door without having to do a sequential search and trial-error thing. a smart way to find the potential customers

definitely! what about companies with owners driving Benzes?

@ Rest: thanks for valuable responses. i'll pass the info thru.
Well it sounds like you're not asking how to be a salesman...you're asking for hot leads...
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      05-21-2008, 12:40 PM   #19
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that i understand, but how to get in the door to show the value that's the question bro.

my friend sells, once he's let in he can sell. but getting in is the challenge, i guess
On demand products such as the ones you want to sell require just that. You have to be different then anyone else. Walk in and show why people demand your product and why you would like to give an advantage to your future client. Be able to show the value of your product in less then 2 mins and you should be fine. Now with that said you also need to prospect. Everyone you meet find out where they work, and if they work somewhere that you can sell your product well, you know what to do then
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      05-21-2008, 12:48 PM   #20
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Quote:
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Well it sounds like you're not asking how to be a salesman...you're asking for hot leads...
aite awesome... getting leads is part of selling im guessing... but umm fine, what's the way to get leads? just social networking, knowing someone from within the company?

if u dont know anyone, how do u get ur leads?

like i know our saleswoman (in a software company) does an extensive research on CIO's/CEO's and finds details about their personal life like what they like to eat, when is their anniversaries, which football team they like and sends them a very personalized item as a gift. like she would go to a football player, get his autograph for the CEO and sends it to him. that worked for her over 80% of the time.

any other ideas u guys tried?
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      05-21-2008, 03:43 PM   #21
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Quote:
Originally Posted by ///Mantis View Post
aite awesome... getting leads is part of selling im guessing... but umm fine, what's the way to get leads? just social networking, knowing someone from within the company?

if u dont know anyone, how do u get ur leads?

like i know our saleswoman (in a software company) does an extensive research on CIO's/CEO's and finds details about their personal life like what they like to eat, when is their anniversaries, which football team they like and sends them a very personalized item as a gift. like she would go to a football player, get his autograph for the CEO and sends it to him. that worked for her over 80% of the time.

any other ideas u guys tried?
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      05-21-2008, 04:32 PM   #22
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a trany wouldnt work?
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