Are Your Sales Efforts Organized?

By Larry McGinnis

Selling copiers, fax machines, and printers is no big secret. You simply find a method that works well for you and then do it over and over again.  We try new ideas, we look for simpler ways to do things, and yet the simple truth is that we have to do certain things to bring in sales. Mainly, we have to prospect, qualify, demonstrate, propose, and close. We have to do this in an organized way, and we have to be consistent. 

Organize

If you are not using a computer, you are not using one of the greatest sales tools ever invented. You need to be able to use your computer to get organized, and to keep yourself organized. 

What to look for In a Sales Program:

• A good sales program will have a top flight contact management program with ample time stamped note space.

• The Ability to quickly rate your prospect for a return call. Remember, timing is everything. You need to be in front of the customer when he is ready to buy.

• You will want to be able to produce powerful sales letters in seconds by merging the prospect information with one mouse click. 

• You will want to produce proposals very quickly.

• Proposal should have the ability to include cash sales, split payment, lease, and credit card payments.

• You will want the ability to include a true cost- per-copy in your proposal, both black and white and color.

• You will need to produce sales orders with spelled out terms and warranty information including any meter limits.

• You will want to track your appointments and produce a ready to call and appointment list each day.

• You should be able to quote lease payments instantly over the phone.

• Also, quote supply items with discounts and savings figured for you.

Time Management

Time management is the most important factor in selling. Selling time can be divided into two : I call them Prime Time and Off Time.  When talking about television, the most valuable time is prime time. Prime Time is when the most viewers are likely to be watching their televisions. The best programming is devoted to prime time. Hence, the most revenue is brought in from advertising sold in prime time. In selling during prime time, it is the time that most decision-makers are likely to be available to you for selling contact. If you are doing anything at this time except talking to prospects, you’re wasting valuable time.  When I say Off Time, I am not talking about time at home with family or friends. I’m talking about working time that is used for organizing, preparing proposals, entering prospect information, and updating files. The more time these tasks take, the less time is spent on Prime Time selling. 

Time Wasters

One of the major time wasters is doing personal stuff. Your spouse may think that because you don’t punch a clock, that your time is your own.  He or she may want you to run a simple errand.  Doing so would set a very bad precedent, both in their mind and in yours. You must guard your Prime Time as if it is the most valuable asset that you posses.  Likewise, you do not want to be filling out expense reports, doing proposals, filling out orders, or typing sales letters during Prime Time; That should be done during Off Time. Off Time is valuable and should not be wasted either, but Prime Time is where the money is made.u  

Larry McGinnis brings over 30 years of experience to the office machine business. He can be reached at (866) 983-2243, or visit www.tec-aid.com.