Copier Sales Tips
The advances in office equipment technology have created a wide variety of office copiers for consumers to choose from. In order to be successful in copier sales, the sales professional needs to know her customer and understand how to apply copier technology towards solving the client's needs. In the copier world, there are several options a sales associate can use to get the customer the product he needs.
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Options
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A business owner or office manager is going to need options to choose from in order to help close a copier sale. Copier sales options can include offering a factory refurbished unit over a brand new one, having financing options such as leasing or renting and having a variety of manufacturers to choose from. There needs to be a warranty on the refurbished product and it needs to be refurbished by the manufacturer or a manufacturer certified service company. Be prepared to compare features on the variety of manufacturers you represent, and choose the option that best suits the client's needs.
Service and Maintenance
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Copiers require annual maintenance to run properly, and clients should have service plans in place to repair copiers as quickly as possible and avoid costly downtime. When you are trying to add service and maintenance contracts to your copier sale, remember that you are offering to help the customer. Unless the copier that the client is buying comes with an on-site warranty, the client could be without a copier for a while if something happens to it. When you schedule maintenance for a client through a maintenance contract, you relieve the customer of that responsibility. Always use a positive approach when selling service and maintenance contracts for copiers.
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Build a Case
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Focusing on the client is the mantra for almost every sales professional in the world. In copier sales, focusing on the needs of the client becomes very important to getting the sale. Clients that are trying to get by with old copiers that continue to break down are losing money in repairs and employee productivity. By pointing out the benefits that a new copier with a maintenance plan will have for the client's bottom line and employee productivity, you make the copier purchase a business necessity.
Pricing Vs Solutions
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Copiers are one of the more common pieces of office equipment available. If you try to compete strictly based on price, you may have to lower your profit margin so much that you are not able to stay in business. Differentiate yourself from the competition by offering competitive prices and focusing more on the solution aspect of your presentation. The difference between you and your competition, in the eyes of your customer, is you. Understand how the different copier products you have solve different customer issues. Take the time to help customers secure financing for the copier projects you discuss with them. The more you work on the customer's solution, the better your chances are of getting the sale.
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