Ten Questions Your Copier Rep Should Ask You at an Initial Appointment
At least 70% of being a great salesperson is based on the ability of the sales rep to ask relevant questions in an open-ended manner.
If you are reading this, my guess is that you are considering the acquisition of a new copy system.
During my seven year tenure at two leading copier companies, I trained new Sales Trainees in the fine art of asking all of the right questions.
It might be helpful to you if you had an idea of what your copier rep SHOULD be asking you.
In order to receive the most accurate sales solution for your corporations needs, be prepared to answer the following questions: 1.
Can you take me on a tour of your facility so that I can see your current equipment? (During the tour, the sales rep should be writing down model numbers, equipment accessories, location, and copy volume.
) 2.
How many black/white copies do you make monthly? Color copies? Is your volume seasonal or even throughout the year? Do you see any reason for your volume to increase or decrease throughout the next 2-3 year period? (Volume is an indication of the speed and size of equipment you require.
) 3.
How many Black/White Prints do you make monthly? Color prints? Is your volume seasonal or even throughout the year? Do you see any reason for your volume to increase or decrease throughout the next 2-3 year period? How many scans do you send and receive monthly? How many faxes do you send and receive monthly? (You are being asked this question because the digital imaging product line is now multifunctional and systems can copy and print in monochrome and color, scan and fax.
Providing you with an all-in-one system often leads to substantial cost savings.
) 4.
Do you currently outsource any printing or copying jobs, particularly color copies and prints? (The rep wants to assess whether or not she can save you any money by bringing any of those jobs in-house and completing the work on the new system.
) 5.
Do you currently lease your system? If so, from whom? When does your lease expire? What is your current payment? Do you want to return your current system to the leasing company when the new one arrives? Do you own your current system? Do you want a quote for a trade-in amount on the old system? (Lease buyouts are a tricky thing and your rep wants to make sure you even have the option to end your lease and return your current equipment.
The rep also doesn't want any surprises if you expect a trade-in on your equipment.
) 6.
Do you have the following information in writing regarding your current lease: lease expiration date, buyout to return amount, buyout to keep amount and return instructions for the equipment? (The rep wants to make sure you have everything in writing so that she can figure the buyout of your current lease into the proposal for your new equipment.
) 7.
If you could change anything about your current model, what would it be? If you could change anything about your current vendor, what would it be? (You can bet that the rep's product and company is going to be pitched to be everything you want and more.
) 8.
Do you wish to purchase or lease your new equipment? What amount have you budgeted for this acquisition? (The rep wants to find out if your cost expectations are reasonable.
If you wish to lease, the rep might not even show you an actual purchase amount.
If you want to see a cash purchase amount make sure you tell your rep to design her proposal accordingly.
) 9.
What do you look for in a new vendor? (She wants to find out what criteria you will base your decision on.
) 10.
When do you want your new equipment installed? (She wants to know how quickly you intend to make a decision and just how important this acquisition is in your long list of priorities.
) If a digital imaging rep does not ask you some variation of these questions, I would seriously question the professionalism and thoroughness of the rep and the company he represents.
If you are reading this, my guess is that you are considering the acquisition of a new copy system.
During my seven year tenure at two leading copier companies, I trained new Sales Trainees in the fine art of asking all of the right questions.
It might be helpful to you if you had an idea of what your copier rep SHOULD be asking you.
In order to receive the most accurate sales solution for your corporations needs, be prepared to answer the following questions: 1.
Can you take me on a tour of your facility so that I can see your current equipment? (During the tour, the sales rep should be writing down model numbers, equipment accessories, location, and copy volume.
) 2.
How many black/white copies do you make monthly? Color copies? Is your volume seasonal or even throughout the year? Do you see any reason for your volume to increase or decrease throughout the next 2-3 year period? (Volume is an indication of the speed and size of equipment you require.
) 3.
How many Black/White Prints do you make monthly? Color prints? Is your volume seasonal or even throughout the year? Do you see any reason for your volume to increase or decrease throughout the next 2-3 year period? How many scans do you send and receive monthly? How many faxes do you send and receive monthly? (You are being asked this question because the digital imaging product line is now multifunctional and systems can copy and print in monochrome and color, scan and fax.
Providing you with an all-in-one system often leads to substantial cost savings.
) 4.
Do you currently outsource any printing or copying jobs, particularly color copies and prints? (The rep wants to assess whether or not she can save you any money by bringing any of those jobs in-house and completing the work on the new system.
) 5.
Do you currently lease your system? If so, from whom? When does your lease expire? What is your current payment? Do you want to return your current system to the leasing company when the new one arrives? Do you own your current system? Do you want a quote for a trade-in amount on the old system? (Lease buyouts are a tricky thing and your rep wants to make sure you even have the option to end your lease and return your current equipment.
The rep also doesn't want any surprises if you expect a trade-in on your equipment.
) 6.
Do you have the following information in writing regarding your current lease: lease expiration date, buyout to return amount, buyout to keep amount and return instructions for the equipment? (The rep wants to make sure you have everything in writing so that she can figure the buyout of your current lease into the proposal for your new equipment.
) 7.
If you could change anything about your current model, what would it be? If you could change anything about your current vendor, what would it be? (You can bet that the rep's product and company is going to be pitched to be everything you want and more.
) 8.
Do you wish to purchase or lease your new equipment? What amount have you budgeted for this acquisition? (The rep wants to find out if your cost expectations are reasonable.
If you wish to lease, the rep might not even show you an actual purchase amount.
If you want to see a cash purchase amount make sure you tell your rep to design her proposal accordingly.
) 9.
What do you look for in a new vendor? (She wants to find out what criteria you will base your decision on.
) 10.
When do you want your new equipment installed? (She wants to know how quickly you intend to make a decision and just how important this acquisition is in your long list of priorities.
) If a digital imaging rep does not ask you some variation of these questions, I would seriously question the professionalism and thoroughness of the rep and the company he represents.
Source...