Art Post

It’s been a week of dealing with some bad apples (salespeople). Two weeks ago I had an appointment with an existing client in my territory to replace an older Ricoh MP1600.  We have something like six Ricoh’s in five of the company’s six locations in the state. All Read More

Here’s a question I received via e-mail the other day. “Hi Art, I’ve had a couple of folks here asking about the origins of your name p4p hotel. I thought I had read it somewhere a couple of years back, but cannot remember where it was. Can you please cut and paste a couple Read More

There’s an old saying that you can’t teach an old dog new tricks. I don’t believe it, I’m still learning new stuff every day. Here’s a few tips that you must have before going to any appointment. Lease Documents: Yup, have a few handy, you never know Read More

That was a statement I made to our newbie rep today. We were discussing a potential order that he was looking for guidance to close. I forget what he said, but I chimed in with, don’t be afraid to ask why? Why: Adverb 1. for what? for what reason, cause, or purpose? Years Read More

Today was one of those days that was just non stop. The existing plan was to follow up with existing accounts to move the sales process towards the close.  I was able to move a few closer, however, at the end of the day I made a call to a net new customer that I received as a Read More

It all started yesterday afternoon, I had a call from the DM (decision maker) at one of my largest production accounts (three devices) that he received the wrong toner. It happens, none of us are perfect, however, getting the wrong toner when you print all of your volume only Read More

Appointments, we love to have them, and we hate to have to prospect for them. Wouldn’t it be grand to wake up every day and have four appointments scheduled for each day of the week that you didn’t have to spend the time prospecting for? As a dealer principal, or VP Read More

Back in the day, there were no automatic document feeders on copiers, just a platen (glass table) that you would place the original on, and then make the copy of the document. It was, as I called it, “one on and one off,” meaning you could only place one document at a Read More

Fifteen stinking dollars!  That was all it took for me to get in on a $24K opportunity! If you’re a P4P’er (Print4Pay Hotel) member, you’re aware that once a week (Sunday nights, except in the summer), I send an update of the past weeks threads on the Print4Pay Read More

After viewing the first Print Audit Insight Webinar a few months ago, I thought I would pick five existing accounts that I would approach and offer them a print analysis of their fleet. Over the last month, I identified those five accounts and scheduled two meetings. Our first Read More

Today, I had to do some research on the new HP PageWide XL 8000 system. For those of you that are not familiar with the HP PageWide XL 8000, plain and simply put, it’s a beast. It can print 30 “D” size full color pages in a minute. Information on the web is Read More

It’s a good bet the old adage, ‘Those who can’t do teach’ doesn’t apply to your average document imaging industry sales consultant. Sales consulting and training has become a cottage industry as folks who were once out in the field selling day in and day out or running Read More

I need to make a long story short. A few years ago there was a slug of a copier salesperson/owner running around New Jersey selling equipment, doctoring leases, not returning equipment, not paying buy-outs on the equipment, and who knows what else may have transpired.  Eventually Read More

“Good afternoon Art. Had a quick question for you, one of my new reps asked what information I could give him some cold calling tips for his review. He is looking for help in running a better cold call in the field. Any tips?” Thanks for the reply.  I thought I would turn this Read More

I get it, we all need to drive net new business. We can’t survive by continually upgrading our base. Personally, I do a pretty good job with acquiring net new business.  A quick glance at my CRM will show that roughly 60 percent of follow ups and cold calls are for net new Read More