The Great Divide in Copier Sales

The other day I was speaking with a few dealers and salespeople about the current state of sales and selling. We talked about regional differences, slow change, and what it takes to be successful today in copier sales. 

It was déjà vu all over again. 

I’ve been preaching about change for over a decade, telling dealers and OEMs alike how the future is not about marks on a page or even software. 

The future of selling is in the statements of the past: 

“I want to be your trusted advisor.” 

“We must sell solutions.” 

“We need to listen to the prospect.” 

 We’ve all been there.  As soon as we walk through...read the rest here.