New to Copier Sales: Advice for Overcoming Sales Stalls

It was a typical Friday afternoon when a buddy and I had the unexpected pleasure of chatting with a newly minted copier sales professional. The setting was informal, cigars and bourbon and remote via Zoom, yet charged with the enthusiasm of someone eager to make their mark in the industry. As we shared stories and strategies, our conversation drifted to a fundamental challenge that every salesperson faces at some point: a stalled sale. 

New to Copier Sales: Total Immersion

There is a belief in marketing that we generate demand by reaching out to as many cold leads as possible. Dialing for dollars is the best way to guarantee increased sales. It’s the age-old mantra, “It’s a numbers game, kid.”

Success depends on sheer numbers. Contemporary approaches to selling are varied and proven, but it is still challenging to speak with strangers — especially when you’re convincing them to do something. In the New World of Selling, great salespeople uncover demand. 

The best attract demand.

New Copier Salespeople: Verticalize Yourself

Ever felt like you’re speaking a different language than your prospects? Welcome to the power of verticalization. To some, this will seem obvious — picking a vertical market and becoming the best at recognizing and applying services to solve industry-specific challenges, using and understanding the common language or jargon, and knowing when to proceed down the selling journey.