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