New to Copier Sales: Another Lesson in Basic Selling

In the article "New to Copier Sales: Another Lesson in Basic Selling" by Greg Walters, the author provides insights and advice for new copier sales representatives. With the plethora of tools available today, it can be overwhelming for newcomers to determine the best approach. 

Walters emphasizes that while sales managers may advise traditional methods like phone calls and physical visits, the landscape of selling has evolved.

Executive Summary:

1. Evolving Sales Landscape: New copier sales representatives face a steep learning curve, with a plethora of tools and methods available. While traditional methods like phone calls and physical visits are still recommended, the modern sales landscape requires a more multifaceted approach.
2. Five Essential Sales Tools: Greg Walters highlights five key tools for sales success: the phone, instant messaging, LinkedIn, emails, and face-to-face chats. Among these, the phone remains crucial, especially in the post-pandemic era where a human voice offers a unique connection.
3. Multifaceted Sales Strategy: A successful sales strategy should integrate various methods. Starting with a phone call, building an online presence, and turning cold leads into warm engagements are pivotal. The ultimate goal is to provide a seamless and engaging journey for prospects, ensuring their transition into loyal customers.

For those new to copier sales, or any sales role in the office technology sector, the learning curve can be steep. Walters believes that sales reps should prioritize spending time in front of potential clients, rather than getting bogged down with administrative tasks or attending sales training sessions. He suggests that the main focus should be on identifying and connecting with like-minded individuals looking to solve business problems.

Walters then delves into five basic tools that every salesperson should be familiar with:

1. The Phone
2. Instant Messaging
3. LinkedIn
4. Emails
5. Face-to-face Chats

Walters emphasizes that a successful sales strategy requires a multifaceted approach. Starting with a phone call, networking online, and turning cold leads into warm ones are all essential steps. The goal is to create a seamless journey for prospects as they transition into customers.

While the basics of selling remain foundational, it's crucial for sales reps to adapt to the evolving landscape. Walters encourages new sales reps not to be intimidated by the phone, to engage on multiple platforms, and to strive to understand their prospects deeply. 

He concludes by reminding readers that even seasoned professionals once started where they are, emphasizing the importance of persistence and adaptability in the sales journey.