Sold Vs. Being Told

Is Your Salesperson Interested in Their Needs or Your Needs ?

Ever since starting my career in "copier" sales it has become more and more apparent that many businesses are left in the dark about their office technology needs and lack fresh ideas on how to reduce operational expenses. It is so common in our industry to see businesses who remain with the same vendor which when asked you will hear a litany of reasons. Don't get me wrong client and vendor loyalty can be a powerful relationship as long as it is viewed as a partnership!

part·ner·ship

 A relationship resembling a legal partnership and usually involving close cooperation between parties

Synonyms:cooperation, association, collaboration, coalition, alliance, union, affiliation, relationship, connection"close partnership"

When your business partners take the time to understand your business and listen to the needs of the business they will provide "real" solutions in your best interest. It is always frustrating to me when having my first consultative meeting with a potential partner hearing things like :

• "We NEVER have any overages on our bills "
• "I know the copier can staple and hole punch but I cannot remember the last time we used that "
• "We have a separate fax machine"
• "I think the copier is a bit much for our needs but this is what they recommended an they lowered my bill by $x.xx per month "

Anyone in the industry knows that these are all things that we hear, but the reason it frustrates me is that it is glaringly obvious that the business is being viewed as a customer by their current provider, not a partner. Office Technology should no longer be seen as a commodity, rather an opportunity for you to utilize this technology to better their business.

Take a step back and think about :

• Who is talking in your meetings? Are they listening to you?
• Are you being told that you need x, y and z?
• Are you being provided a comprehensive cost analysis to help you make a smart business decision ?
• Have they brought new fresh ideas on what technology is available or are they simply showing up 30 days before your leases are set to expire with paperwork ?

Do not be afraid to ask more of your current salesperson or vendor!

Know who you are working with because technology should be a fulcrum to help lift your business to new heights not keep you in the dark age where a copier was just a "copier".

Kevyn Rustici

[email protected]

Biggest Accomplishment in 2017 "Helping a Health Institution Save Over $100,000.00 Per Year With a Developed Strategic Approach inline with their Goals"