Dealer Marketing Blog
Over the years one of the most common questions I get from copier dealer principals and sales reps is, "When do you think people will start buying copiers online?"
My answer: "They already are and have been buying copiers online for years now."
Really. Yes, but not necessarily in the way you think. Because of the complex nature of the configuration, pricing, and lease options, they still need sales reps to bring the sale across the finish line. So, I think it will be a while before people put a copier in an online shopping cart and check out online.
Originally published on LinkedIn Pulse.
Field of Dreams is a 1989 film, about an Iowa corn farmer who hears a voice telling him: "If you build it, he will come." He interprets this as an instruction to build a baseball diamond in his fields; after he does, Shoeless Joe Jackson and other dead baseball players emerge from the cornfields to play ball.
What is the reaction you want to get after a sales conversation or marketing interaction?
Most sales people would say they want their prospect to say, “Yes, I totally agree with you! That’s what’s keeping me up at night.” While that's great, here's the problem: You have found an issue that resonates but you haven’t actually brought any new ideas to the table that reframe or fix the problem.
Since the dawn of time sales people have possessed one critical skill: they are able to drive conversations. As we step into the bold new world of social selling, nothing changes. Until you start a conversation with someone, nothing happens.
Google and LinkedIn have forever altered the traditional sales process. In one sense, the buyer gets more control than ever before over where they get information. However, in the middle of wringing our hands about the buyer being more informed than ever before, I think we've missed the real point: Buyers haven't changed. What's changed is how they gather information to make a buying decision.
You see, buyers have always been informed. Prospects have always needed information to make good business decisions. The only thing that's changed is where they are going to get the information.
Last night my wife asked me a question that captured my attention: "Mike, could you survive without technology?"
You see my wife is the smartest person I know. She has been a middle school counselor for close to 30 years. She had just completed a few presentations to 8th graders based on her theory that “Technology is a necessary evil” and must be balanced with face-to-face interactions in order to survive.
This article by Larry Levine originally appeared on LinkedIn Pulse.
Alanis Morissette, Jagged Little Pill was released on June 13, 1995. It is one of the most successful albums of the 1990s. It peaked at number one on the U.S. Billboard 200, and was the first album to reach both 12 million (in February 1997) and 13 million (in August 1998) in sales in the US since 1991.
This is a picture of the Tandy TRS-80, the first computer that showed up on a rolling cart in my elementary school when I was in fourth grade. This started a journey for me that led to buying a laptop in my first year as a sales person so I could use Act. The following year, the internet browser was launched. Since that day in fourth grade, every aspect of my personal and business life has been affected by computers.
I am Generation X.