New to Copier Sales: The Three Levels of Prospects, Part 2

Today we’ll examine the second area of sales genres, the midsized companies, and opportunities.

See Part 1 of this series for an explanation and disclaimer about profiles.

We’ll talk about the midlevel prospects through three dimensions: the approach, the tools, and the expectations.

"Although end users at this level show interest in how your solution works, the pretty colors available, what buttons to push, etc. the real powers that be are looking at solving business problems. They will unconsciously place you in one of two camps: A simple salesperson selling simple tools or a person who has experienced and solved different problems for other companies."

A word or two about this segment:  Read the rest, here.