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Ann Barr Selling Supplies Newsletter & Seminars
2004 ARTICLES JUNE 2004 Voicemail Pitfalls and Tips MAY 2004 Ten Sentences Customers Love to Hear APRIL 2004 McDifferent MARCH 2004 Six Things Not to say to customer FEBRUARY 2004 When Customers Stop Buying JANUARY 2004 To Fax or Not to Fax
2003 ARTICLES JANUARY 2003 Your Intangible Benefits FEBRUARY 2003 The Power of Planning MARCH 2003 How To Outclass The Competition APRIL 2003 I'm Happy With My Current Vendor MAY 2003 Will They Buy Again From You? JUNE 2003 How To Add Value JULY 2003 The Luck Factor in Sales AUGUST 2003 Don't Call Me - I'll Call You SEPTEMBER 2003 Get Them in the Door Marketing OCTOBER 2003 The "T" Word and Why It's Important NOVEMBER 2003 Instant Marketing DECEMBER 2003 Three Tips to Make Cold Calling Easier 2002 ARTICLES JANUARY 2002- 6 Habits of Highly Successful Cold Callers FEBRUARY 2002-How to Increase a Sale by 100% MARCH 2002-Handling the "Business is Slow" Objection APRIL 2002-It Takes More than Sales Skills MAY 2002-Six Tips for Instant Marketing JUNE 2002-Cold-Call Tips JULY 2002-Four Words Not to Say AUGUST 2002-Two Critical Elements in a Sale SEPTEMBER 2002-When is it Time to Stop Selling? OCTOBER 2002-Three Powerful Words NOVEMBER 2002-Irresistable Direct Marketing DECEMBER 2002-Two Questions you should NEVER ask
APRIL 2001- Important Information with First-Time Call MAY 2001-How To Be Unforgettable JUNE 2001- Swimming with Sharks JULY 2001-Letters That Get Attention AUGUST 2001-Magic Questions SEPTEMBER 2001-The $10,000 Phone Call OCTOBER 2001-"Just Send a Catalog" NOVEMBER 2001-The Second Most Important Part of Your Sales Letter DECEMBER 2001-Ever Have A Mental Block?
How to Get Them to Buy NOW Five Ways To Bus. BCustomer Loyalty Oil & Consumables: Marketing Advantage Customer Service Can Increase Sales Help Them to Feel The Pain Ten ways to ask for the order Four Ways To Answer Discount Warehouse Objections Incorrect Assumptions Can Reduce Profits Direct Mail Top Six Three Tips To Conquer Phone Fear Seven Reasons Prospects Don't Buy The Magic Formula Direct Mail Letter How To Attract Premium Customers Three Reasons Why Trial Closing Gets Results Get More Order by Being Specific The Marketing Moneymaker Customer Complaints are Good For Business ing=Reassurance After the Sale Adds Value Getting Better Answers The "How Are You" Debate Don't Be The First To Mention Price Losing Customers? Are You Attracting Price Shoppers? Six Supply Sales Tips
Larry Breed Office Automation Consultants, Inc.
2004 ARTICLES JUNE 2004 Help...I Need a Sales Manager MAY2004 Long-Term vs. Short-Term Business Developement APRIL 2004 Business Activity Management MARCH 2004 Outsource Sales; You're kidding...Right? FEBRUARY 2004 How People Affect Your Profit JANUARY 2004 Sell More in 2004
2003 ARTICLES JANUARY 2003 Time Management FEBRUARY 2003 Cost-of-Sale vs. Cost-to-Sell MARCH 2003 How Many Unemployed People Do You Have On Your Payroll? APRIL 2003 Working On Your Business, Not In It MAY 2003 Sales Negotiation JUNE 2003 Finding the Right Sales Automation Program for You JULY 2003 Recruiting Top Sales Performers AUGUST 2003 Sales Meetings SEPTEMBER 2003 Turnover and Exit Interviews OCTOBER 2003 Wanted: "Quality" Leads NOVEMBER 2003 Ten Commandments For Managing A Business DECEMBER 2003 Using Leasing to Sell More Systems 2002 ARTICLES JANUARY 2002- MAKING AN EFFECTIVE SALES PRESENTATION FEBRUARY 2002- SELLING BENEFITS MARCH 2002- FROM 3x5 CARDS TO THE WORLD WIDE WEB APRIL 2002- DEVELOPING A WINNING ATTITUDE MAY 2002- ASK FOR THE ORDER JUNE 2002- REFERRALS JULY 2002- MANAGING CUSTOMERS CONCERNS AUGUST 2002- SERVICING YOUR ACCOUNTS SEPTEMBER 2002- BUILDING PRIDE IN YOUR COMPANY OCTOBER 2002- SELLING THE SURVEY=LEADS=SALES! NOVEMBER 2002- TOP SALESPEOPLE DON'T HAVE TO WORRY ABOUT UNEMPLOYMENT DECEMBER 2002- GETTING THE CUSTOMER INVOLVED IN THE SALES PROCESS
Web-Based Customer Relationship Management Leadership Sales People Win When Treated Like Winners Listening Skills Sales Slumps The Complex Sale Sales Leads...A Terrible Thing To Waste New Business Development Center Conflict Resolution Building A Company-Minded Sales staff Part 2 Building A Company-Minded Sales Staff Coaching Skills-Solving Performance Problems Profile Of An Executive In Trouble Hiring & Promoting the Right People for the Right Jobs Part 2 Hiring & Promoting the Right People for the Right Jobs Sales Negotiation Skills Part 5 Sales Negotiation Skills Part 4 Sales Negotiation Skills Part 3 Sales Negotiation Skills Part 2 Sales Negotiation Skills Part I Sales vs. Sales Management
2004 ARTICLES JUNE 2004 Chain 8 Paper Feed MAY 2004 Chain 78 APRIL 2004 5090 Family Optics Problems MARCH 2004 Painting The Optics Cavity FEBRUARY 2004 The 5090 Family Document Handler JANUARY 2004 Quick Reference Guide for 5090
2003 ARTICLES FEBRUARY 2003 5090/Docutech Family Service Call Procedure MARCH 2003 Trouble Shooting... APRIL 2003 High Frequency Service Items MAY 2003 Troubleshooting Copy Quality issues on the Xerox 5090 JUNE 2003 Cleaner Assembly JULY 2003 How to extend Photoreceptor Belt life to one million copies AUGUST 2003 The Low Voltage Power Supply SEPTEMBER 2003 Spots OCTOBER 2003 Resolving 09-204/205/213 Problems In The Xerox 5090 NOVEMBER 2003 High Vol. 5090 and Docutech Family : Customer Maintenance Practices DECEMBER 2003 The Quick Reference Guide For 5090
2004 ARTICLES APRIL2004 So Many Choices MARCH 2004 You Know It's Time For Your Customer To Connect Their Copier When... FEBRUARY 2004 A Conversation with Panasonic's Ted LeBlanc JANUARY 2004 At Your Service
2003 ARTICLES JANUARY 2003 Targeting the Government FEBRUARY 2003 Dishonesty Is the Scam Artists Only Policy MARCH 2003 The Customer Always Comes First APRIL 2003 COPIER CAREERS 2003 TECHNICIANS SALARY SURVEY MAY 2003 COPIER CAREERS 2003 SALES MANAGEMENT SALARY SURVEY JUNE 2003 COPIER CAREERS 2003 SERVICE MANAGEMENT SALARY SURVEY JULY 2003 WHAT MAKES SHARP CLICK? AUGUST 2003 What Dealers Expect From Their Office Equipment Manufacturer SEPTEMBER 2003 What Office Equipment Manufacturers Expect From Their Dealers OCTOBER 2003 Secure The Digital Area NOVEMBER 2003 Riding The Wave Of Workgroup Color DECEMBER 2003 Office Equipment Dealers and the Internet 2002 ARTICLES JANUARY 2002- LOOKING AT THE YEAR AHEAD FEBRUARY 2002- HERE COMES COLOR MARCH 2002- SHARP EMPHASIZES SOLUTIONS AT ORLANDO MEETING APRIL 2002- THE OFFICE EQUIPMENT INDUSTRY IN EUROPE MAY 2002- THE TRUTH ABOUT CONNECTIVITY JUNE 2002- HP MAKES AN MFP MOVE JULY 2002- THE TRUTH ABOUT COLOR PAGE PRINTERS AUGUST 2002- NEW AND IMPROVED SEPTEMBER 2002- DIGGING DIGITAL DUPLICATORS OCTOBER 2002- SUCCESSFULLY SELLING CONNECTED DIGITAL NOVEMBER 2002- BLOWING YOUR OWN HORN DECEMBER 2002- TOP 10 STORIES OF 2002
EQUIPMENT Golden Opportunities The Top Ten Products of 2000 Connecting The Dealer .Coms Price Decline: A Look At the Latest Low & Mid-Volume Inkjet and Laser Printer Introduction A Quiet Summer Clicking On to Internet Fax The Truth About The Color Copier Market
2004 ARTICLES JUNE 2004 Checklists to Selling Your Business MAY2004 The Ink Makes Me Do It APRIL 2004 Counter 'Em to Get a Higher Sales Price for Your Business MARCH 2004 Exercise Your Business Muscles In 2004 FEBRUARY 2004 Upstanding Buyers JANUARY 2004 Will the Real Buyer Please Stand Up?
2003 ARTICLES JANUARY 2003 Selling Your Business University FEBRUARY 2003 Selling Your Business University PII MARCH 2003 Selling Your Business University PIII APRIL 2003 Selling Your Business University (Spring Break) MAY 2003 Selling Your Business University PV JUNE 2003 Selling Your Business University PVI JULY 2003 Buying A Business University AUGUST 2003 Buying A Business University PII SEPTEMBER 2003 Buying A Business University PIII OCTOBER 2003 Buying A Business University PIV NOVEMBER 2003 When Cashing-Out, Bet On Industry Experts For Your Business DECEMBER 2003 Pre-Sale Checklists to Selling Your Business 2002 ARTICLES JANUARY 2002- TAKE TWO ASPIRIN AND CALL YOUR BROKER IN THE MORNING. FEBRUARY 2002- SELLING YOUR BUSINESS RESOLUTIONS IN 2002 MARCH 2002- THE POLITICALLY CORRECT WAY TO SELL YOUR BUSINESS APRIL 2002- HOW TO GET MORE FOR YOUR BUSINESS THAN YOU COUNTED ON MAY 2002- FORMULAS FOR SUCCESS JUNE 2002- FINDING THE BOTTOM LINE AND OTHER FISHING STORIES JULY 2002- TACKLING FAIR MARKET VALUE FOR YOUR BUSINESS AUGUST 2002- ARE WE THERE YET? SEPTEMBER 2002- PRESCRIPTIONS TO WELLNESS IN SELLING YOUR BUSINESS OCTOBER 2002- GOOD WILL HUNTING NOVEMBER 2002- SELLING YOUR BUSINESS DECEMBER 2002- THOSE OLDIES BUT GOODIES
Jamie Hamilton
2004 ARTICLES JUNE 2004 Xerox 5340 Style: ... MAY 2004 Profile: 8825, 8830 (Xerox Engineering Pritners) Part 1 APRIL 2004 New Frontiers Xerox Work Centre 312/Pro412/M15/F12 MARCH 2004 DC220style: Xerox Docuprint N24/32/40, N3225/4025 FEBRUARY 2004 Xerox WorkCentre 312/Pro412/M15/F12 JANUARY 2004 WC385 Style Ctg. Reconditioning
2003 ARTICLES JANUARY 2003 Profile:2510 Style (Xerox Engineering Copiers) FEBRUARY 2003 Profile:3030 Style (Xerox Engineering Copiers) - Part 1 MARCH 2003 Profile:3030 Style (Xerox Engineering Copiers) - Part 2 APRIL 2003 XD100 Style: Trouble Shooting MAY 2003 XD100 Style: Trouble Shooting P2 JUNE 2003 XD100 Style: Trouble Shooting P3 JULY 2003 NEW STUFF... on the Horizon: Xerox Pro416 / 421 AUGUST 2003 OVERVIEW: XC23 style SEPTEMBER 2003 5008... Good old dogs... OCTOBER 2003 Xerox 5340 Style... Revisited NOVEMBER 2003 Xerox 5340 Style : What's The Difference? DECEMBER 2003 WC385 Print Cartridge Reconditioning
2002 ARTICLES JANUARY 2002- What's The Difference FEBRUARY 2002- AAA APRIL 2002- XC810 MAY 2002- XEROX 5018 PI JUNE 2002- XEROX 5018 PII JULY 2002- A GOOD DESIGN AUGUST 2002- XEROX 5018 PIII SEPTEMBER 2002- XEROX 5018 PIV OCTOBER 2002- DC220 NOVEMBER 2002- XEROX XE-60 PI DECEMBER 2002- XEROX XE-60 PII
Xerox 5318/5320/5322 Copiers...The Ins& Outs Xerox 5312 Style (5312/5313/5314) Copiers Xerox 5018 Style Fixing Xerox Brand Copiers Sourcing Information Xerox 1025/1038 Copiers Repair the Good Old dogs!-Xerox Repair Tips Xerox DC 212/214- knocking at Your Door Fixing '5614 Style' J-1 Codes Xerox XE-60 Style Xerox (Docucentre) DC220/230 More Early Bird's Worms... EARLY BIRD'S WORMS...The Xerox XD100 style machines & Refilling the Toner Cartridges 5305 style Copy Cartridge Reconditioning... (also Sharp Z-20 series) XC520 style Copy Cartridge Reconditioning & 5220 style Drum Replacement. RECONDITIONING / REPAIRING COPY CARTRIDGES -(Xerox XC810 - XC1255) EVERYTHING’S GOING DIGITAL?
2004 ARTICLES JUNE 2004 Profits as Process MAY 2004 Celebrating Success APRIL2004 Do You Solemnly Swear? MARCH 2004 Off-Lease Charges FEBRUARY 2004 Average Numbers JANUARY 2004 Accomplishing MORE with LESS
2003 ARTICLES JANUARY 2003 The Scouting Report FEBRUARY 2003 Disclaimer MARCH 2003 Guaranteed Response Time APRIL 2003 The Analog Dilemma MAY 2003 You Make The Call JUNE 2003 Anatomy of a Service Call JULY 2003 Showing Up AUGUST 2003 Proactive Policies SEPTEMBER 2003 Warranty Expiration Form OCTOBER 2003 Need A Resume? NOVEMBER 2003 CCA : Connected Copier Agreement DECEMBER 2003 Service Call Report 2002 ARTICLES JANUARY 2002- 400 Applicants FEBRUARY 2002- Service Management MARCH 2002- Boss Do You Have A Minute? APRIL 2002- Looking Back MAY 2002-Creative Compensation for Technical Personnel JUNE 2002- The Big Installation JULY 2002- Paper AUGUST 2002- Dispatch Dilemma SEPTEMBER 2002- Put Their Money Where Your Mouth is OCTOBER 2002- Is Authorization Right for You? NOVEMBER 2002- Put Their Money Where Your Mouth is DECEMBER 2002- Is Authorization Right for You?
The $5,000 Material Safety Data Sheet Maximize Maintenance Agreement Profits Gas Pains The Complainer The Knowing-Doing Gap Selling 110% Of Your Parts Stream Line shop Profitability sharing The Power of Knowledge Business Profile - Frontier Imaging Business Profile - Sterling Printers
2003 ARTICLES JANUARY 2003 "I Just Had It; Where did it go?...Organization FEBRUARY 2003 Positively Positive... Attitude MARCH 2003 Listening APRIL 2003 Qualifying MAY 2003 Major Account Selling JUNE 2003 Objections JULY 2003 Persistency AUGUST 2003 Communicating effectively SEPTEMBER 2003 Gaining Additional Gross Profit OCTOBER 2003 The Painful Journey...Success NOVEMBER 2003 Gaining Customer Loyalty DECEMBER 2003 Danger! - Complacency
JUNE 2002- THE PRICE WAR JULY 2002- DEMONSTRATIONS AUGUST 2002- SALES MANAGEMENT SEPTEMBER 2002- TELEMARKETING OCTOBER 2002- CREATIVITY NOVEMBER 2002- CLOSING THE SALE DECEMBER 2002- TEAMWORK
2004 ARTICLES JUNE 2004 Acting as if. MAY 2004 Mr. Customer, Your Fired APRIL 2004 Do You Need a Business Plan? MARCH 2004 Do You Need a Business Plan? PII FEBRUARY 2004 Do You Need a Business Plan? JANUARY 2004 Getting Organized in 2004
2003 ARTICLES JANUARY 2003 In House Leasing: A New Road to Profits - Part III FEBRUARY 2003 Service Personnel - Organizing for Profit MARCH 2003 The Service Dispatcher - Organizing Your Service Department. APRIL 2003 Whose Customer is It Anyways? MAY 2003 So What Do We Do With The Analog Machines? JUNE 2003 So What Do We Do With The Analog Machines? PII JULY 2003 So What Do We Do With The Analog Machines? PIII AUGUST 2003 So What Do We Do With The Analog Machines? PIV SEPTEMBER 2003 So What Do We Do With The Analog Machines? PV OCTOBER 2003 So What Do We Do With The Analog Machines? PVI NOVEMBER 2003 Is Our Industry Really Changing? DECEMBER 2003 Getting Organized in 2004 2002 ARTICLES JANUARY 2002- SURVIVAL IN A SLOW ECONOMY FEBRUARY 2002- MEETINGS P1 MARCH 2002- MEETINGS P2 APRIL 2002- MEETINGS P3 MAY 2002- SHOW ME THE MONEY JUNE 2002- CONSISTENCY JULY 2002- HAVING A PLAN AUGUST 2002- GOING TO COURT SEPTEMBER 2002- AFTER GOING TO COURT OCTOBER 2002- IN HOUSE LEASING P1 NOVEMBER 2002- IN HOUSE LEASING P2 DECEMBER 2002- IN HOUSE LEASING P3
Selling Service-Part II Selling Service-Part I The Sale Starts with the Call No Big Secret to Selling Copiers: Using Leasing as a sales tool -Part II No Big Secret To Selling Copier-Leasing as Sales Tool No Big Secret To Selling Copier-Payment Options No Big Secret To Selling Copiers-Closing Sales No Big Secret To Selling Copiers-Proposals No Big Secret To Selling Copiers-Part V No Big Secret To Selling Copiers - Part IV No Big Secret To Selling Copiers - Part III No Big Secret To selling Copiers - Part II No Big Secret To Selling Copiers Selling Cost Per Copy Rentals Part III Selling Cost Per Copies Rentals Part II Product Demonstrations: A Lost Art Selling Cost Per Copy Rentals Pre-Qualifying the demonstration Product Demonstrations: A Lost Art Part II
2004 ART
