The Office Equipment Dealer’s Guide To Selling In Changing Times

This article by West McDonald was originally published here.

PAe Business, Print Audit, Managed Print Services, Print Management, Print Cost Management, Training, Y Soft, YSoft, PrintFleet, Ringdale, Xerox, Lexmark, Samsung, HP, Canon, Brother, perform IT,

I don’t know if you noticed but the world of Office Equipment sales is changing at lightening speed. This isn’t new: Change is constant. But sometimes we’re left wondering how we can change our own sales process to keep up or simply to keep improving.

We’ve spent the last 15 or so years transforming from a channel that merely ‘pushes boxes’ to one that is progressively delivering more services-based offerings. Selling toner cartridges has become selling Cost Per Page (and now, even Seat Based Billing) and we’re offering more solutions like content management and document workflow solutions than ever before. With the advent of business social networks and other online resources, the way we sell is changing too. It’s a lot to take in.

At Print Audit we’re here to make selling in a new world a little easier. The following e-Guide is a compilation of content that we’ve produced directly related to sales and the selling process for folks in the office equipment channel. As a business owner or sales professional in the channel, this is a resource for you to draw inspiration and new ideas from. It has been designed for you and your team to help sell more hardware, more solutions, and to make more money!

This guide speaks to 3 areas of selling: Social selling, solution selling, and sales fundamentals. The content comes from a variety of industry experts and we know you’ll find a few nuggets of gold. Please click the link below to get started, and remember, it’s always a good day to hone our selling skills in the age of Buyer 2.0. We look forward to hearing
your thoughts and perhaps a tip or two of your own!

Please click here to download the guide.  Happy selling!