How to Sell Copiers

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Copiers are expensive investments for many businesses, though they are slowly being forced into obsolescence by increasingly capable multifunction devices. Still, copiers serve a valuable purpose, and copier salespeople continue to generate tremendous amounts of business. With some integrity, product familiarity and resilience, you can become a successful copier salesperson.

Educate yourself on your product line. A thorough familiarity with the copiers you are selling is likely to be your most valuable tool. Customers will ask a number of questions, and your ability to make a sale may be directly linked to how familiar you are with your products. If possible, review the copier functions with a working model, or thoroughly review all product literature.

Determine your target customers. It may seem difficult to determine exactly which customers may benefit from a copier, but almost every business can use the valuable office machines. Some ideal prospects include attorney's offices, accounting offices, title companies, real estate organizations, and virtually any company that generates paperwork.

Set up -- and keep -- sales appointments. Contact your target customers and ask for the manager or owner to set up a sales appointment. You will likely experience numerous rejections before you succeed, but be sure to treat each and every contact as a unique sales opportunity. Do not allow negativity from previous rejections to carry over and jeopardize a sales call. Be sure to show up on time and maintain a professional demeanor during your appointments.

Demonstrate your copier's functionality with passion. When you are demonstrating your copier line to your sales prospect, exhibit a passion for your product equal to your familiarity with it. Answer your customer's questions as accurately as possible. If you can't answer a question during the appointment, be sure to find the answer and follow up as soon as you can. Above all, ask probing questions to assess your customer's needs and demonstrate how your products can fill those needs.

Present the sales contract. When your customer expresses an interest in your copiers, offer to draw up a sales contract. If you have a preprinted contract with you, fill in all pertinent information and obtain the customer's signature. If your contracts are custom-designed for each customer, have the contract promptly drawn up and returned to the customer. Forward the copier order to your supplier or company fulfillment department to complete the transaction.

Tips & Warnings

  • Always present a friendly demeanor to your customers. Any negativity may adversely affect your sales efforts. Place your customer's needs above all else. Delivering a machine that does not meet your customer's needs can result in a product return. Learn your customer's buying cycles. Scheduling your sales appointment to coincide with your customer's buying cycle may improve your chances of completing a successful sale.
  • Never misrepresent your product, organization, or any information to your customer. If you do, you risk losing your customer's trust and jeopardizing future sales opportunities.

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