Art Post
What’s the Golden Rule when selling office equipment? Know your competition or least what they are quoting.
Ever notice every time you walk the dog that he or she stops at every tree or fire hydrant? Ever wonder what they’re doing?
They are checking out the competition–who’s who, whose doing what and where they’ve been. It’s amazing that they can find all of that out in a few whiffs of a hydrant.
We as sales people need to know the competition as well, what they’re up to, their current maintenance pricing and leasing rates (Did you know you can figure out the lease rate by backing out the payment?), special promo’s, or just how they are positioning themselves with the customer. I just had a competitor’s quote given to me a few days ago and there were some good value statements that I’ll migrate to my quotes and proposals. By being able to read the quotes and proposals from the competition, you may be able to tweak your proposal and borrow from others.
Here’s some threads I’ve uploaded to the P4PHotel Message Boards, click the links and you’ll be brought to the page.
Competitive KonicaMinolta proposal vs Toshiba
Canon imageRUNNER Advance 6065 proposal
Canon imageRunner Advance C7065
Konicaminolta bizhub25 proposal
“Pricing on the Street” Ricoh MPC4502
The Print4Pay Hotel includes boards for Ricoh Family Group, Kyocera, Konica Minolta, Sharp, Toshiba, Canon, Muratec, and Xerox.
Good selling!
About the author: Art Post is the founder of the Print4Pay Hotel and the Print4Pay Hotel MFP Solutions Blog. Click here to check in to the Print4Pay MFP Solutions Blog page.
