Sales And Service

In Mark Twain’s 1876 classic, The Adventures of Tom Sawyer, the mischievous protagonist is ordered to painting a fence but convinces other boys that the task is fun, thereby getting them to do it for him. Twain writes, “Tom surveyed his last touch with the eye of a

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

Thursday, June 6, 2013

Art Post

Art Post, copier sales, P4P Hotel

“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).” That was one of the statements e-mailed to me by a

8 Tips from the ’80′s for Selling Copy Machines

Wednesday, May 29, 2013

Art Post

Art Post, copier sales, MFP Solutions Blog, P4P Hotel

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

Are 3D MFPs Ready for Prime Time?

Thursday, May 23, 2013

Art Post

3D MFPs, 3D printers, Art Post, P4P Hotel

3D printers are hot and they got even hotter after President Obama made mention of them in his State of the Union address this year. My Google alerts now carry at least 10-15 mentions of 3D printers each week, before the State of the Union address, maybe five or six per week.

Tuesday: A Day in the Week of Selling Copiers

Thursday, May 9, 2013

Art Post

Art Post, copier sales, P4P Hotel

Tough week, today was the end of the month and I had booked five appointments with my first appointment at 7:30 a.m. (really, did I need the deal that bad?). Up at 6 a.m., back to bed at 6:05 a.m., finally up and at em at 6:15 a.m. Made my way downstairs to walk the dog and watch

Why are Copiers Such a Pain?

Wednesday, May 1, 2013

Art Post

Art Post, copier sales, P4P Hotel

We’ve all had the experience. You’re pushing a deadline, your anxiety is high, you need to make a few copies and get to a meeting ASAP. There is no time to spare. Everything is ticking along fine, coming together nicely, until you get to the copier. It jams. A light co

Monday: A Day in the Life of a Copier Salesperson

Thursday, April 25, 2013

Art Post

Art Post, copier sales, P4P Hotel

FYI, this was something I posted about 4 years ago, this was just one Monday that I wrote about. Seems it was the same time of the year, since the METS we’re doing their home opener. Monday? Everyone knows that a great copier sales person week starts late Sunday, because

How to Close More MFP & MPS Sales

Thursday, April 18, 2013

Art Post

Art Post, MFPs, MPS, P4P Hotel

The other day I read an 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

Close More Sales

Thursday, April 11, 2013

Tom Callinan

Strategy Development, Tom Callinan

I get asked all the time, “Can you help my team close more sales.” When I then ask the person to tell me what they are looking for the emphasis is always on closing as an event. This belief would lead the average business owner to believe there exists a superstar closer; you

When Was the Last Time You Named your Printer or Copier?

Thursday, April 11, 2013

Art Post

Art Post, P4P Hotel

“Can anyone come up with a fun and creative name for a Canon copier/printer? It’s my job to name it since the office just got a new one the other day and I’m the new work study employee. All the other ones were named by previous work studies and were good like a