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How do you sell a photocopier?

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How do you sell a photocopier?

How do you sell a photocopier?

How do you sell a photocopier? 

By Douglas Vermeeren, http://www.TheSalesTrainer.com

How do you sell a photocopier? That was the question I was faced with this morning as I met with Gary one of my new clients. He works as a salesperson for Konica Minolta one of the world’s leading photocopy manufactures. As we sat across from each other this morning over coffee and orange juice he unfolded to me the highly competitive and lucrative world of photocopies. It was amazing to consider that one sale for him could often mean as many as 300 machines. That could easily be half a million dollar deal in his world. But that world is highly competitive with companies like Ricoh, Xerox, Cannon and others all fighting for the business.

To most people and unfortunately to many of his customers a copier is just a copier. A lot of the features that you’d think might wow someone from a technological point of view often are really not that important. All of trouble sales people in this world encounter come right down to fighting for the best pricing… that is unless you understand How to sell a photocopier.

In our conversation today we talked a lot about how prospects decide to buy when it comes down to a battle of pricing in a marketplace where products look the same to the customer. Here are a few of those thoughts:

1) Build strong personal relationships. Prospect buy and stay loyal to those they connect with on a personal level. If all other factors are generality he same prospects will always buy from the person they like the best. So focus on connecting with your prospect beyond the photocopier. What is it you have in common and how can you deepen those connections.

2) Shift the value from the product to the service and support. Although a product may be similar in the eyes of the prospect the level of support and service will not be. If the prospect feels supported, understood and cared for they will gravitate to that security.

3) Add additional value. Even if the pricing on the copier is similar between competitors what else can be added to give greater value. Can you bonus paper or products to highly valuable orders? Can you gift service calls? There are a number of things that you can do.

When products are competing on price the best thing you can do is change the rules of the competition. The thing that wins the most business in this circumstance is creativity. What can you do that your competitors are not yet doing.

Met with Gary this morning to help with some selling strategies for Konica Minolta one of the world’s leading manufacturers of Photo copies. Have you ever thought how it might be to sell photocopiers? (Most people think one is just like another.) So how do you stand out and become successful? You might find some of the strategies I gave Gary to be very helpful for your business – check out this video: https://www.youtube.com/watch?v=jczHoa7MvX8&feature=youtu.be

 

 

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