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 Read More

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 Read More

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 Read More

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 Read More

“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 Read More

Over the years I’ve seen a lot of really bad copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones. As much as we always try to get in front of the decision maker(s) there are many times when we just can’t get th Read More

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 Read More

I simply enjoy this business. Recently, Konica Minolta released the following press release: “Konica Minolta Business Solutions U.S.A., Inc. today announces the launch of the Corporate Announcements application. Targeting organizations of all sizes and in any business Read More

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 Read More

As we still struggle to keep margins on equipment, maybe we need to become better advocates of presenting shorter terms for leasing equipment. Since I’ve been tracking all of my sales for purchase and leases, 92 percent of them involve leasing the equipment with a Read More

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 an 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 Read More

Whew! I must say that the last 15 years selling for a Ricoh dealership has been interesting. When I first started with my dealership back in 1998, Ricoh had just purchased Savin, and Savin purchased Gestetner or something like that. It was a heck of a lot easier to sell copiers Read More

If you’re still in the copier industry we all know what we’ve been through for the last four years, and times are still stuff. But if you thought we were coming out of the woods you might want to think again. One of the most alarming trends that I’ve witnessed Read More

In the world of MPS, commission for clicks is the common method pay compensation for reps. Most of the time commissions are paid off the monthly revenue click from systems that are under a MPS agreement, and in some cases commissions are paid one time for the first month’s worth Read More

When was the last time you packed a copier on a sales cart, wheeled it into the customer’s office, performed the onsite demonstration and left with an empty sales cart and a check? For those of you that have never had this experience, I can tell you this was the zenith of the Read More