LMI BLOG

How to Train a New Managed Print Services Sales Rep

Posted by LMI Dealer Content Team on Thu, Aug 29, 2019 @ 01:29 PM

training LMI

If two sales representatives were competing for the same Managed Print contract, who do you think has the better chance of winning? A sales rep with no formal training or a sales rep who has been trained to ask the right questions, assess the current state, handle objections and create a professional proposal?

For elite MPS providers, sales training is not an option. It’s a money maker. 

Assuming you have hired the right candidate (which is a whole other story), here are five areas sales training can help. 

1. UNDERSTANDING PRINT PROBLEMS

The typical business lacks any formal print policy to ensure volumes and costs are kept under control. This often leads to avoidable waste, operational inefficiencies and overspending. 

A sales rep that’s trained to look for common print-related problems has a huge head start over the untrained rep who lacks a roadmap to create the need for MPS. Training helps the rep ask the right questions and collect the right information to support the change from an unstructured to a structured print environment. 

 2. KNOWING WHERE TO FISH

The trained seller knows which verticals are the most prone to printing mistakes. Prioritizing these paper-intensive verticals accelerates the growth of a prospect funnel because you’re fishing where the fish are. In addition to the industry, knowing who to contact is also a critical skill. Starting with the wrong person or the wrong level of contact can also prove to be critical to success. For example, the office manager may have bought the copiers in the past but may not have this authority to ink a Managed Service agreement that integrates hardware and service delivery around a networked appliance that needs both IT and finance approval. 

3. BOOKING APPOINTMENTS

Unless you’re the only one selling Managed Print, you will need your sales reps to engage with new contacts by phone, email, social media and at local business events. Your approach strategy will be critical to your success. This is why so many of the elite MPS providers invest in training their reps in the latest strategies to connect with key decision makers and secure that critical first meeting. 

 4. PRESENT THE MANAGED PRINT STORY

We use the word “story” because that’s what the top reps do. They tell a story about how customers have faced similar challenges the prospect is likely to face and then ask for the opportunity to take the next step which can be an appointment, an assessment or something else that creates a sales cycle. Visuals are often key to presenting a compelling story because people tend to absorb data and information much quicker when it’s in a visually consumable format. Using visuals and a presentation also helps MPS providers “standardize” their pitch across their entire sales force so everyone is singing the same song. A compelling one that attracts senior executives to endorse the initiative. 

5. HANDLING COMMON OBJECTIONS

There’s nothing that crushes a new sales rep like a tough objection. By nature, people tend to avoid those things that will embarrass them or cause them harm. Objections are no different. A trained MPS sales rep is aware of the common objections they are likely to face and are prepared with rehearsed responses they are confident in delivering. Not preparing new people for resistance you know they will face from real customers is like sending a young athlete onto the football field without a helmet. It’s only a matter of time until they get clocked! Top dealers know the objections that will come up and they role play with new reps to make sure they can handle them in the heat of the game. 

Naturally there’s more to train any new sales rep, but this list is a good list of “soft skills” to get started. 

If you’re looking for benchmark MPS sales training, over 3,000 salespeople have graduated from our on-demand video training platform at LMI University

Whether you use our help or you train on your own, hopefully you agree that your investment in sales training will go a long way towards winning more pages under contract and reducing sales turnover. 

Remember the training you received when you started? Don’t your new salespeople deserve the same?

 

 

Tags: LMI Solutions, managed print sales, sales tips for MPS, Managed Print sales training

5 Money-Making New Year’s Resolutions for MPS Sales Managers

Posted by LMI Dealer Content Team on Wed, Dec 21, 2016 @ 03:19 PM

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One of the quickest ways to grow your sales results and your income next year is to strengthen the competency of your sales managers. With turnover rates in the imaging industry red-lining now in the 60% range (mostly metro centers), it’s hard to argue with the need for a strong sales leader. A recent survey of sales professionals also revealed that the number one reason people quit a sales position is because they don’t like the person they work for. If you have ever worked for a great sales manager, you know what a difference they can make.

To help you and your sales managers succeed, here are five New Year’s resolutions to consider:

1. Focus on sales skill development – not just results. 

It’s hard not to focus solely on the numbers, but if you don’t teach your salespeople the art of selling, they may never become self-sufficient – and stay! Most adults learn by doing, so the key to building selling skills is ongoing reinforcement. Try to create some form of ongoing weekly sales skill development exercise as part of every sales meeting agenda.

2. Create individual rep development plans – focus on the person. 

Every sales rep is different. Each has their own selling style, their own unique motivations and certainly their own expectations. This is why successful sales managers have a specific plan for each rep on their team. The plan is based on their profile including a realistic view of their strengths and weaknesses. Coaching everyone the same may work for some, but not all.

3. Make sales meetings productive – don’t waste people’s time.

Have you ever attended a sales meeting that could have been handled in an email? If you’ve sold for more than three months, chances are you have seen your share of wasted selling time: long, boring PowerPoint presentations, product info that could have been emailed or meetings that lack a structured agenda. Elite sales managers have a meeting agenda, a meeting plan and then they execute on that plan. Think about it, in professional sports would you ever catch a coach without a practice plan?

4. Inject some FUN in the job – keep things positive.

Customers can be extremely challenging and common sense suggests that people will endure more and try harder if they enjoy going to work. That’s not always an easy task which is why the culture of the sales department must be upbeat and positive. Great sales managers have a way of creating fun contests and humorous challenges that make work fun while generating bigger sales results! 

5. Spend more time in the field – but be prepared.

We all act differently in front of a customer. Some can act good...and some, not so good. Take the new hire for example. Who really knows what they’re saying (or not saying) to a customer. Sometimes it can be scary for sales managers to see how their reps engage with a real live customer. Spending more time in the field allows the sales manager to impact more deals, observe the rep's selling skills first hand and coach better than they could behind their desk. If job shadowing isn’t part of your current sales management process, you may be missing a big opportunity to develop people and achieve bigger sales results.

Do you need help with MPS sales training or new hire selling skills? Now may be the time to view what North America’s top Managed Print providers are doing to grow their businesses and their profits.  Engage us today to learn more!

 

 

Tags: Sales strategies, MPS, how to grow MPS business, sales tips for MPS

Why Earth Day Could Be the Best Day of the Year to Sell Managed Print Services

Posted by LMI Dealer Content Team on Thu, Mar 24, 2016 @ 03:18 PM

earth day LMI

If there is one day every year to circle on your Managed Print sales calendar, it has to be April 22nd. That's Earth Day, a time when we all stop and rethink our contribution to environmental sustainability. As a Managed Print provider, this is a very special day because it creates a compelling event you can use to start more conversations about how you can help organizations adopt a greener print strategy. On Earth Day, your MPS value proposition featuring recycled printers and recycled print cartridges becomes more meaningful and your chances of connecting with higher level executives is perhaps more likely than any other time of the year. 

Here are some powerful reasons why Earth Day represents such an awesome opportunity for Managed Print Providers to kick start new sales cycles with new and existing customers.

• Top of Mind Awareness: According to Wikipedia, 192 countries now celebrate Earth Day on April 22nd on an annual basis. It's a special day for people, businesses and communities to stop and think about what they are doing to protect our environment. So if there is one time when environmental sustainability is on the minds of the business leaders you want to meet with, it has to be Earth Day!

Idea: Use Earth Day (and the month of April) as a "compelling event" or reason to meet with people.

• MPS Value Proposition Alignment: The idea of printing less or printing greener continues to gain popularity across a wide array of industries. Education, Government, Healthcare, you name it, most organizations have made sustainability a priority and most have appointed someone responsible for reducing their carbon footprint. If you’re not connected with these people, this may be a great place to start. The MPS value proposition aligns perfectly with the essence of Earth Day. From our experience working with many of North America’s top MPS providers, it's apparent that the use of scanning technology and print cartridge recycling are perhaps two of the most underutilized opportunities in most offices. People are still printing more than they need to and throwing used print cartridges into trash cans because they don't know what to do with them.

Idea: Link your pitch directly to Earth Day by promoting specific environmental benefits such as a Zero Landfill Cartridge Recycling Service.

• C-Level Engagement: The vast majority of business owners and senior executives are keenly interested in making their organizations greener; especially if they can link organizational benefits, such as cost reduction and business productivity improvements, to an initiative that will reduce their carbon footprint. These senior people are usually the champions for environmental sustainability and represent the high level contacts your competition would least like you to connect with in their accounts! They’re also the people you should be meeting with in your accounts to protect your market share. If there is a time of year to "call high", there may not be a better time than Earth Day to do it.  

Idea: Elevate your level of engagement to senior levels promoting greener business outcomes achievable with your Managed Print Services.

Are You Ready For Earth Day?

Top MPS sales performers consistently tell us that the month of April offers tremendous prospecting potential because the environment is such a hot topic. Still not convinced? Start watching how advertisers on TV and other mediums ride the wave of Earth Day throughout the month of April to engage more prospects to sell their products and services. Earth Day is coming soon and now is the time for you to leverage this once-a-year event to maximize your Managed Print sales potential.

Tags: remanufactured printer, Sales strategies, green office practices, zero landfill program, managed print sales, how to grow MPS business, sales tips for MPS, remanufactured cartridge

Root Causes of Underperforming Reseller Websites

Posted by LMI Dealer Content Team on Fri, Mar 11, 2016 @ 10:08 AM

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1. THE “SET IT AND FORGET IT” MENTALITY 

In the olden days we’ll call the early 2000s, it may have been fine to set up a website and move on to the next business priority – no longer! You probably used some fancy flash motion or videos and were pleased with how your digital storefront looked. Today’s top performing websites are a living and breathing extension of a business that should offer ongoing updates and insights on topics that matter most to your customers or those you want to attract. An outdated website is easy to spot with tired information, outdated social channels, lack of mobile readiness and a heavy focus on pushing products instead of providing answers to business problems.

2. WE HIRED A "KID" TO DO OUR SOCIAL MEDIA

Social media management can be confusing for middle-aged business people who grew up before the Internet. Often it’s easy to hand the social reigns of your business to a Millennial that is up to speed on the latest social outlets to showcase your brand. Be sure that your Millennial has a firm understanding of the business challenges and relevant content that would be of interest to your target audience. Posting pictures of the recent corporate luncheon is fine, but there is an 80/20 rule that most social strategists follow. Eighty percent of the social posts should be knowledge sharing (not a product push or company promo) and the remaining twenty percent of your social posts can be more about you! Maintaining the right balance will grow your social circles and position your company as the “thought leader” you want to be!

 3. NOT "KEEPING UP WITH THE JONES'S" 

Have you checked your competitors’ websites lately? If you haven’t, this should be a staple exercise each quarter. In today’s online world, it’s estimated that 9 out of 10 of your prospects will be looking at your website before buying from you. And if they’re shopping around, they will likely be comparing your site against your competition as well. Maybe it’s time to see what the Jones’s are up to?

4. THE "CONTACT US" FORM IS YOUR ONLY FISHING LURE

If a customer was interested in what you sell, would the only form on your website be a “Contact Us” form? If the answer is yes, think about how many contact forms you have filled out on vendor websites. Top performing websites have a strategic content offer strategy that presents an eBook or a report that would be of interest to their target audience behind a form. In other words, if you want that information from us, we will need you to tell us who you are. This gives salespeople the opportunity to follow up on “leads” generated from the content offers on their website.

5. NOT RIDING THE "YOUTUBE"

Video can be shot and uploaded for free with a smartphone these days. In fact, some of the most viewed videos on the Internet are “how to” videos people searched to find an answer to a question. Of course there is a definite difference between raw and professional video, but the cost of video has come down and the appetite for video continues to soar over text. YouTube continues to explode in appeal and if you’re trying to catch the attention of today’s busy, short attention-spanned decision maker, a short video may be your best chance!

6. YOU CAN'T MANAGE WHAT YOU CAN'T MEASURE

Are you able to track who is coming to your website, how many visitors you are getting each month, or what pages people are viewing most? These types of stats are readily available with today’s website analytics software. Some are free, such as Google Analytics and others, like HubSpot, cost a little bit but provide tremendous insight on specific prospect activities and metrics to help you determine what’s working and what isn’t driving ROI on your marketing spend.

7. PRODUCT PUSH VS. KNOWLEDGE SHARING

There’s a saying in the online marketing space – “jab jab jab, then punch”. This refers to the ration of what you communicate. The “jab” refers to providing your audience with knowledge sharing information to draw them in, and then the “punch” refers to asking them to take action on your product or service. If you look at your company’s social streams or the content you provide customers, how much of the content is creating a pull (the jabs) versus the push (the punch)? Maybe you need to recalibrate your content formula. Most companies are the inverse; the worst ones never stop punching their points in to the customers they are hoping to attract! 

8. MOBILE READINESS

A recent survey showed that roughly 70% of people now sleep within reach of their smartphone. This alone should be a good indication of where your site visitors are coming from. Most websites see approximately 50% of their traffic coming from cell phones and the trend is rising. If you haven’t looked at your website on your cell phone, try it now. See what at least half of your customers and prospects are seeing when they arrive at your website.

 If you don’t like your current website as much as you did when you started reading this article, maybe now is the time to review your website strategy before the Jones’s get too far ahead!

Jumpstart MPS sales

 

Tags: Sales strategies, LMI Solutions, how to grow MPS business, sales tips for MPS, website optimization, managed print marketing

3 Simple Analogies to Explain Managed Print Services to Any Customer

Posted by LMI Dealer Content Team on Wed, Feb 10, 2016 @ 11:39 AM

lmi sales analogies

Sometimes customers simply don’t understand what Managed Print Services is and how it can help their business.

Here are some well received “analogies” you may want to consider when explaining the what, why and how of Managed Print Services to a prospect:

1.   The Automobile Fleet Analogy

Ask your customer to imagine that they are responsible for maintaining a fleet of cars and trucks used by their business each day. Over the years they’ve bought or leased a mix of makes and models, some larger and some smaller, each requiring its own specific type of fuel and parts.  All of them requiring higher value employees to order gasoline when required, perform their own maintenance and deal with questions when they arise.

Wouldn’t it make sense to outsource the maintenance of their fleet to a company that specializes in maintaining vehicles if it was affordable and reliable? Why not do it with their printers?

2.   The Gas Pump Analogy

Ask your customer if they had a company gas pump for all employees to access, would they use an honor system or would they put some formal usage restrictions in place?

Over 90% of small and mid-size organizations with less than 100 employees have absolutely no print rules in place for their employees. Every time an employee selects the print button, they are making a buying decision that costs the company money. If they decide to print something in color it is eight to fifteen times the cost of a black and white impression. With no print management monitoring software to track or restrict usage, companies are leaving themselves open to avoidable expense.

3.   The Mailing Machine Analogy

Ask your customer if they have a mailing machine in their office. If they do, ask them if employees are allowed to mail whatever, whenever, they want. In most cases, mailing systems require a user password before dispensing stamps at the company’s expense. Why should printing be any different?

If the stamp required to mail a letter in the United States now costs 49 cents, that’s less expensive than printing a five-page color document on most office printers that cost 8 cents to 50 cents per page. 

Each prospect is different and you may need to select which analogy best suits your situation. These analogies have proven to be extremely beneficial for top performing sales representatives because they are commonly understood concepts.

Managed Print Services is an affordable and practical way to keep higher value employees focused on higher value tasks while controlling expenses with user visibility and restrictions that make sense.

Do you have a selling analogy that works? Your teammates at LMI Solutions would love to hear it. Good selling!

Jumpstart MPS sales

Tags: Sales strategies, how to grow MPS business, sales tips for MPS, managed print services, elite salespeople

How to Prospect Effectively for Managed Print Opportunities Over the Phone

Posted by LMI Dealer Content Team on Thu, Jan 28, 2016 @ 05:36 PM

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Whether you’re selling Managed Print Services in the field, or virtually from a tele-sales position, your ability to start Managed Print sales cycles over the phone is key to your success.

Yes, we fully support the benefits of face-to-face meetings and believe wholeheartedly in the power of social connections, but the age-old concept of “dialing for dollars” remains a core prospecting activity for top performers.

To date, we’ve had over 3,000 MPS sales professionals through our Peak Performance MPS Sales Training program and the prospecting module is consistently a favorite topic. To help you be more successful with your initial approach over the phone, here are some tried and true best practices to consider:

  • Rehearse your talk track before you call - Simply practicing what you plan to say will ensure that your delivery is smooth and professional.
  • Be brief and to the point - The ideal opening value proposition statement after your greeting should be no longer than 30 seconds. Often referred to as the “hook”, the quicker and more compelling you can make your opening statement the more successful you are likely to be.
  • Write down key points you want to mention - Having your key points written down to reference as you speak will ensure that you deliver important messages within the initial conversation.
  • Call before and after business hours - Reaching business leaders during the day can be a daunting task amidst screens and voicemail. Calling during off hours will increase your chances of connecting live.
  • Beware of voicemail - Many top performers will avoid leaving voicemail if they can and instead will hit zero and ask the receptionist to speak with someone else such as the person’s executive assistant or another key influencer.
  • Speak in a confident business tone - Communication research suggests that the tone we use over the phone is up to seven times more important than the words we use. In many cases you may be saying the right things but in a tone that doesn’t sound convincing enough to the receiver.
  • Avoid slang and industry jargon - Remember that the people you’re calling are not in the Managed Print business! Most customers won’t stop to clarify what terms mean, so you may be the only one that understands what you’re saying.
  • Utilize credible and relevant statistics - Elite performers have a readily available list of impactful statistics that will relate specifically to the prospect’s type of business from third party sources. Citing credible statistics will also seem less “salesy” and be more believable or consultative in nature.
  • Customize your talk track - Make sure you adjust your approach to be relevant to the specific person, position and company you are calling. A one size fits all – for example “we can save you 30%” – may not be as effective for all audiences.
  • Activities, activities, activities - In addition to skill and preparation, there is no replacement for a high activity level of outbound calls increasing your chances of making more connections and creating more sales prospects.

Do you have phone prospecting ideas that work for you? Tell us about it, we’re always looking for ways to help LMI dealers grow their businesses and their profits!

Jumpstart MPS sales

Tags: Sales strategies, managed print sales, how to grow MPS business, sales tips for MPS, Sales superstars, managed print services

5 Common Print Assessment Mistakes Salespeople Make

Posted by LMI Dealer Content Team on Fri, Jan 15, 2016 @ 11:06 AM

5-Common-Print-Assessment-Mistakes-Salespeople-Make

Maximize your probability of success by avoiding these common print assessment mistakes too many Managed Print salespeople make in their hopes of securing an MPS contract!

MISTAKE #1 – FAILING TO ENGAGE AN EXECUTIVE LEVEL SPONSOR

As you can appreciate, there will be plenty of people in middle management looking to take you up on your assessment offer. However, without an executive level sponsor engaged before you perform the assessment, you may find yourself doing a lot of work for a so called “decision maker” that can only say no. Make sure someone at the top knows what you are doing and agrees to meet with you to review the findings.

MISTAKE #2 – THINKING THAT A PHYSICAL WALK-AROUND ISN’T NECESSARY

As great as your data collection software may be, a picture still says a thousand words. Only by physically walking around your prospect’s print environment will you truly get a feel for device positioning, workflows and supply cabinets and also have the chance to engage directly with end users. This type of direct access to the entire printer fleet and some of the power users will prove to be very beneficial when you look to optimize the fleet or suggest employee productivity improvements.

MISTAKE #3 - PRINT ASSESSMENTS ARE FREE

Although your client may not receive an invoice for your assessment service, assessments aren’t really free. Both you and your customer are looking at an investment of time and effort. In some cases, if a top performer establishes a value for the assessment but the prospect selects another vendor, the salesperson reserves the right to invoice the client for the agreed upon amount.

Too many salespeople fail to place a value on their time, or create a perceived value or trade-off for the service they are providing, because it’s “free”.

MISTAKE #4 - THE COMPETITION IS DOING AN ASSESSMENT SO YOU DON’T HAVE TO

As you should know, it’s likely that many of your competitors will offer print assessments as a way to engage new MPS prospects. In the event that a competitor has completed a print assessment for the prospect, try to do one yourself as well if you believe a true sales opportunity exists.  Stats indicate that the vendor who performs the assessment has at least a 30% better chance of winning the business because of their familiarity with the print data and the environment. So when possible, offer your prospect a second opinion so you can showcase both the professionalism of your assessment capabilities and collect the information yourself.

MISTAKE #5 - AVOIDING DEVICES THAT ARE NOT NETWORKED PRINTERS

When you perform a print assessment, you need to take an inventory of every device that puts marks on paper. Every page counts if you are trying to build a solid business case for Managed Print. Too often MPS salespeople tend to focus only on printers that have an IP address (network connected) and fail to identify offline devices or even fax machines that should be considered in an overall print strategy. If you really want to grow your TCO and truly optimize your client’s print environment, include all devices that have a paper tray.

Establishing the customer’s current print-related spend is a critical component of any Managed Print sales cycle. That’s why awareness, and the ability to avoid these common print assessment mistakes, can often be the determining factor in achieving success with a solid MPS prospect!

proposal cover

Tags: Sales strategies, LMI Solutions, managed print sales, sales tips for MPS, managed print services, Managed service providers

7 Quick Ways to Grow MPS Sales Results

Posted by LMI Dealer Content Team on Mon, Dec 28, 2015 @ 02:09 PM

lmi 7 quick ways

At LMI Solutions, we enjoy the opportunity to see what hundreds of Managed Print providers are doing to grow their recurring revenues with more pages under contract.

Here are 7 ways you can make an immediate impact on your MPS business results!

  1. Focus on Color Pages – The typical page printed in color is worth roughly 8 – 10 times the amount of a black and white impression. Color profits are much bigger too; especially with new extended yield aftermarket color toner. If you’re looking to grow your top and bottom line fast, color is the place to be.
  2. Showcase MPS on Your Website – Most dealers get 2,000 – 6,000 visits to their website per month. That’s between 100 and 300 hits per working day! When people come to your website to place a service call or read your blog, is it obvious that you’re in the Managed Print business? Is there a compelling reason to engage you? Do you have online lead generation offers?
  3. Refocus Your Salespeople – Sometimes we all get scrambled trying to keep up with customer demands and the latest “top priority” in the office. Whether you provide extra Managed Print sales training, or you review your competitor’s websites, focus really does drive results.
  4. Target Specific Accounts – Rather than trying to sell Managed Print Services to any account, determine where your most obvious opportunities are and target those accounts with a specific MPS marketing campaign.
  5. Financial Incentives – Most salespeople are motivated by money. If you put additional money on the line for them to go after the specific market or customer profile you want, you may be surprised at how money can buy happiness.
  6. Get an Outside Opinion – If they change the coach every few years in professional sports, maybe it’s time to bring in an outside opinion to sense check if the plays you’re running are working; from sales, to service, to infrastructure.
  7. Certified Pre-Owned Printers – The beautiful part about installing a CPO printer is that you can save money on the hardware and immediately quote and sell the customer aftermarket color toner. When you sell a brand new printer your customer is forced to use OEM parts and toner for at least 6 – 12 months which can eat into your profits.

See something you like in this list? Ask your teammates at LMI Solutions for help if you need it – we’re ready when you are!

proposal cover


Tags: how to grow MPS business, sales tips for MPS, color printing, website optimization, managed print marketing, Managed Print sales training, managed print services, aftermarket printer

What Makes An Elite Managed Print Sales Rep?

Posted by LMI Dealer Content Team on Wed, Aug 26, 2015 @ 12:43 PM

 lmi elite businessman

Elite salespeople are very special and hard to come by. Sometimes they are hard to spot because the great ones are often very humble about their unique ability to generate above average revenue and profit on a consistent basis.

Having an elite Managed Print sales professional on your team will grow your bottom line faster and set the pace for others to keep up. Think about the impact you’ve seen a top salesperson make in your business. Yes, they often do require more “attention”, but you have to give them some slack if they are writing the sales volume of three to four other reps every month. That’s each and every month of the year, with little to no hand holding.

So what makes an elite Managed Print sales representative? Here’s your answer in our list of sales qualities that separate the elite sellers from the pack.

  1. Desire – Look at all top athletes, the best business leaders and the best salespeople you know. They all have a burning desire to succeed at what they do. It’s that desire to overachieve that makes everything else happen that’s necessary to be successful.
  2. Sales Ability – Businesses are starting to place more focus on talent management. From recruiting, to ongoing personal development of the employee, progressive sales organizations understand that sales training needs to be an ongoing activity to keep their people sharp. Gaps in sales ability will undoubtedly be reflected in an individual’s sales performance.
  3. Activity Mix – There’s a new “sales activity mix” that’s fast becoming the formula for elite sales performance. The mix includes a hybrid model of selling activities that feature traditional sales activities (like cold calls, phone prospecting etc.) and newer inbound lead generation methodologies (leveraging social media, online forums and other contemporary ways of connecting with decision makers). For example, elite reps are now prospecting through professional LinkedIn profiles instead of spending time knocking on doors on Monday mornings from 8am until noon. Of course, the argument could be made, if your customers are online why not connect with them there?
  4. A Great Story – Elite salespeople use storytelling as a means to start and close deals. They have stories that engage the prospect and help them understand the benefits of their product or service. Quite often the same stories are used to articulate a point at certain times across the sales cycle and can be leveraged by your entire sales team. Listen in on the elite salesperson in your office and chances are you’ll hear a great story being told just before an agreement is signed!

Do you have an elite salesperson on your Managed Print sales team? If not, now you know the qualities to look for to find an elite Managed Print salesperson to grow your MPS business!

Tags: managed print sales, how to grow MPS business, sales tips for MPS, Sales superstars, managed print services, elite salespeople

How to Create an Effective Elevator Pitch to Boost Sales

Posted by LMI Dealer Content Team on Thu, Jul 30, 2015 @ 06:44 AM

lmi elevator2

There was once a salesperson who wasn’t great at selling. To get better at it, he made himself try to sell to anyone he saw. If you were within ten feet, you instantly became a prospect. One day, while on an elevator, he introduced himself to the person riding with him. He created the opportunity that led to a sale, and that new client referred him to other clients. He made the sale because he was able to deliver a quick and compelling value proposition before the prospect had to leave the elevator.

Thus, the elevator pitch was born!

What Is An Elevator Pitch?

Basically, an elevator pitch is a quick sales pitch you could deliver during the course of an elevator ride. Most great elevator pitches include an introduction, and a compelling reason to interest your prospect enough to want to learn more. Of course, the same strategy could also be transferred to the phone or email, not just on an elevator!

Why Is It Important?

In today’s world of short attention spans and intense marketing, the people you want to sell to tend to be easily distracted unless it’s “something good” – and you have even less time to interest a prospect in you and your product. That’s why a good “elevator pitch” is very important. It’s the key to starting a relationship with your prospect, and gives you a chance to create more selling conversations to help you achieve you sales objectives (and make more money!).

What Makes The Best Elevator Pitches?

There are four key elements to an effective elevator pitch after you introduce yourself.

1. State that you work with companies like your prospect’s employer (be relevant).

2. Talk about problems these companies faced or the opportunities they were pursuing.

3. Share how your product or service helped them. Don’t go into too much detail, you just want to spark interest.

4. Offer to continue the conversation if they would like (see if they bite!) and set a next step to for the two of you to continue the conversation. 

Avoid This Key Error!

Most salespeople make their elevator pitch too general. In other words, keep it focused and relevant to the person you are talking to, if possible. In fact, it’s best to prepare several different elevator pitches to address specific situations and prospect personas.

If you follow these tips, you’ll be able to create your own elevator pitch, introduce yourself and your offering well enough to spark interest in conversations well beyond the elevator.

Who knows, maybe that next elevator ride could turn into your next sale!

Are you interested in taking your Managed Print sales performance to the next level? Check out our 2015 MPS Peak Performance System.

Tags: Sales strategies, managed print sales, sales tips for MPS, elevator pitch, managed print services