How Many Numbers Should A 3 Year Old Count To Ten Questions Your Copier Rep Should Ask You at an Initial Appointment

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Ten Questions Your Copier Rep Should Ask You at an Initial Appointment

At least 70% of being a great salesperson is based on the sales rep’s ability to ask relevant questions in an open manner. If you are reading this, I assume you are considering the purchase of a new copier system. During my seven-year tenure at two major copywriting companies, I coached new Sales Trainees in the fine art of asking all the right questions. It might help you if you have an idea of ​​what your copywriter should ask you. To get the most accurate sales solution for your corporate needs, be prepared to answer the following questions:

1. Can you take me through your facility so I can see your current equipment? (During the tour, the sales representative should note model numbers, equipment accessories, location and copy volume.)

2. How many black/white copies do you make per month? Color copies? Is your volume seasonal or even year-round? Do you see any reason for your volume to increase or decrease over the next 2-3 years? (Volume is an indication of the speed and size of equipment you require.)

3. How many Black/White Prints do you do per month? Color prints? Is your volume seasonal or even year-round? Do you see any reason for your volume to increase or decrease over the next 2-3 years? How many scans do you send and receive per month? How many faxes do you send and receive per month? (You’re asking this question because the digital imaging product line is now multi-functional and systems can copy and print in monochrome and color, scan and fax. Providing yourself with an all-in-one system often leads to big savings.)

4. Do you currently outsource any printing or copying jobs, especially color copying and printing? (The representative wants to evaluate whether or not she can save you money by bringing some of that work in-house and completing the work on the new system.)

5. Are you currently leasing your system? If so, from whom? When does your lease expire? What is your current payment? Want to return your current system to the rental company when the new one arrives? Do you own your current system? Do you want a quote for an exchange amount in the old system? (Lease purchases are a tricky business 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’re waiting to trade in your equipment.)

6. Do you have the following information in writing about your current lease: expiration date, purchase to return amount, purchase to keep amount and return instructions for the equipment? (The rep will want to make sure you have everything in writing so she can factor the buyout of your current lease into the offer for your new equipment.)

7. If you could change anything about your current model, what would it be? If you could change one thing about your current salesperson, what would it be? (You can bet the rep’s product and company will be presented to be everything you want and more.)

8. Do you want to buy or lease your new equipment? What amount did you budget for this acquisition? (The agent wants to find out if your cost expectations are reasonable. If you want to rent, the agent may not even show you an actual purchase amount. If you want to see a cash purchase amount, make sure you tell your agent to draw her offer accordingly. )

9. What do you look for in a new vendor? (She wants to know what criteria you will base your decision on.)

10. When do you want to install your new equipment? (She wants to know how quickly you intend to make a decision and how important this acquisition is on your long list of priorities.)

If a digital imaging representative does not ask you some variation of these questions, I would seriously question the professionalism and thoroughness of the representative and the company he represents.

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