February 2010 Issue PDF - ENX Magazine

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FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949Used, New and RefurbishedCopiers. Parts and SuppliesGeneric or OEMcontinued from 38HOW TO CONVINCEPROSPECTS TO SWITCH ANDSTART BUYING FROM YOU• Bad past experience— They tried a product or service similarto yours and were not happy with it, and/or• They have heard horror stories about products like yoursand/or• They just don’t want to take the chance of having problemsWhy They Won’t Buy and Why They DoHablamos EspañolHuge Ricoh and Konica Minolta Inventory!!!We have 15 years experience in the copier export marketOur Technical support team is the best in the industryLarge Ricoh and Konica Minolta InventoryWe are located only 30 miles from the Port of MiamiContainer Loading Including Second DeckExporting Inc.Toll Free (800) 960-1119Broward (954) 978-2121Dade (305) 751-7878FAX: 954-978-2412Tired of yellow covers? We offer on sitePANEL REFINISHING!!!3001 W. McNAB ROADPOMPANO BEACH, FL, 33069 - USAEmail: sales@intercomcopiers.comWeb: www.intercomcopiers.com(1.) The salesperson looking for a sale during the first phonecall may be disappointed and/or not successful in the long run.Building a good relationship is critical if you want to keep thecustomer. The customer must feel s/he can trust the salesperson,and most consumers do not want to buy when high-pressuresales tactics are used.(2.) It’s not that consumers don’t want to buy; we all lovebuying. Just take a look at the crowded shopping malls. Onweekends it’s nearly impossible to find a place to park. Welike to buy – but we hate to be sold. That is why the highpressurehard-sell salesperson does not usually last in someindustries. It is also one of the reasons why sales on theInternet have dramatically increased – because there is nopressure to buy immediately. The consumer can browse andshop at her own pace on her own time and can buy what andwhen she chooses. But customers will not buy again on theInternet if there are problems with the products they buy andif they cannot reach a live person to help resolve the problem.(3.) Customers - just like you and me - want to know thatthey can easily reach a person (not an automated phone system)when they call for help or with questions. If your companydoes use an automated telephone system, make sure to givecustomers your extension number and/or cell phone number,so they won’t have to listen to multiple automated optionswhen they call. The comfort level must be there, and youshould do anything you can to make it easy for customers toreach you for help.Two Ways to Convince Them to Switch to YourCompanyIf the customer feels the salesperson is really trying to help,trust will be built. If the customer believes the salesperson andbelieves that this product or service is truly different and betterthan others, a sale can be made.But what can really change the customer’s mind is learningthat other businesses are using your products successfully.That is why it is critical to use testimonials from satisfied customers.Be a name dropper (with permission). Tell prospectsabout well-known businesses that are happy using your productsand services.continued on 4740enx magazine
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Page 1 and 2: The #1 Sourcing Publication in the
Page 5 and 6: Expect More OPPORTUNITYIntroducing
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Page 20 and 21: By Scott CullenFEBRUARY 2010 We Saw
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Page 42: The Highest Quality Laser Printer P
Page 46 and 47: MPS Workshops for ENX:Layout 1 1/15
Page 58 and 59: P roduct & Industry NewsToshiba Pri
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Page 64 and 65: Display Advertiser IndexFebruary 20
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