RJ Young service with unlimited pages

[SalesServiceGuy]

Re: RJ Young service with unlimited pages

[QUOTE=BillyCarpenter;2515342]

You can give them all the lessons you want, you're not likely to ever get the quote from the competition from a sophisticate buyer. In many large organizations they're trained not to do so. It's a chump move if they do because it would allow you to slightly undercut their bid. Total rookie move on the part of the buyer.

... your opinion. The DM at the Church is not part of a large organization nor a sophisticted buyer.

[BillyCarpenter]

Re: RJ Young service with unlimited pages

[QUOTE=SalesServiceGuy;2515356]

... your opinion. The DM at the Church is not part of a large organization nor a sophisticted buyer.

You have absolutely no way of knowing that. Many church members have other full time jobs. One of the pastors is a retired judge and another is an accountant. Never assume.

[BillyCarpenter]

Re: RJ Young service with unlimited pages

... I am completely OK with burying a copy block into a lease and so are my competitors. The buyer's perception is his reality.

The first $600.00 I am truly giving away for free. It is important that the DM knows the $ value of the free copy block. I am happy to wait for a few months to invoice for the actuals if it closes the deal, I make some immediate profit and I become in control of the lease renewal.

It is all decided in the TCO. How you get there, what money goes in what pile, does not matter.

None of that is new. But you'll have a lot of explaining to do if the buyer comes back and says he wants you to quote service completely separate. It happens a lot.

[BillyCarpenter]

Re: RJ Young service with unlimited pages

... I am completely OK with burying a copy block into a lease and so are my competitors. The buyer's perception is his reality.

The first $600.00 I am truly giving away for free. It is important that the DM knows the $ value of the free copy block. I am happy to wait for a few months to invoice for the actuals if it closes the deal, I make some immediate profit and I become in control of the lease renewal.

r.

There's nothing wrong with throwing a sweetener (free copies) in the deal. I have no problem with that. It also presents an opportunity to use one of my favorite closing lines: "If I could, would you?" - If i could give you 60k free copies today, would you close the deal today?"

[SalesServiceGuy]

Re: RJ Young service with unlimited pages

[QUOTE=BillyCarpenter;2515450]

You have absolutely no way of knowing that. Many church members have other full time jobs. One of the pastors is a retired judge and another is an accountant. Never assume.

... you want a cookie.

[SalesServiceGuy]

Re: RJ Young service with unlimited pages

None of that is new. But you'll have a lot of explaining to do if the buyer comes back and says he wants you to quote service completely separate. It happens a lot.

... it has never happened to me. If it does, the more conversations with the buyer the better. It takes on average seven touches with a buyer to close a deal.

[BillyCarpenter]

Re: RJ Young service with unlimited pages

... it has never happened to me. If it does, the more conversations with the buyer the better. It takes on average seven touches with a buyer to close a deal.

What I don't understand is why you use all the deception? Moving money around to make it look like they're getting free pages when they're not. Why? You said yourself that it's a TCO quote? The bottom line will come out the same if you give them an honest proposal. No? That's not entirely true, I suppose. You're actually costing them more because you're rolling service into the copier lease and that's more interest that's paid to the leasing company. No?

[mloudy]

Re: RJ Young service with unlimited pages

Years ago I when I attended copier sales school, part of the course included how Purchasing Agents operated. Basically Purchasing Agents are trained to give you the bear minimum (specs only) and reveal no information from other vendors. That's why most colleges/schools are of the sealed bid variety.

Over the last five years we have seen customers moving the buying process to people other than Purchasing Agents with very bad results in most cases. Many places don't even have one. Now we are often talking to HR people, IT people, some random person who didn't have enough to do. They can easily be sweet talked by a seasoned dealer rep. We don't sweet talk, we don't hide things, we have no smoke and mirrors. I live in my community I will never let these things happen within the business. I have a friend who is retired and owned his own dealership in the UK. We have spent weeks together at each others homes and he tagged long to see how we operated the business while he was here. The greatest compliment he ever gave me was that I am the same person when the lights are off as I am when the lights are on.

[BillyCarpenter]

Re: RJ Young service with unlimited pages

... it has never happened to me. If it does, the more conversations with the buyer the better. It takes on average seven touches with a buyer to close a deal.

Hhhmm. All I can say is that there are good touches and bad touches. Trying to wiggle your way out of you original "150k" free copies (or whatever it is) quote is not something I'd look forward to. To each his own.

[mloudy]

Re: RJ Young service with unlimited pages

I am not saying either of you are doing the smoke and mirros but it is extremely common in our area.

[BillyCarpenter]

Re: RJ Young service with unlimited pages

Over the last five years we have seen customers moving the buying process to people other than Purchasing Agents with very bad results in most cases. Many places don't even have one. Now we are often talking to HR people, IT people, some random person who didn't have enough to do. They can easily be sweet talked by a seasoned dealer rep. We don't sweet talk, we don't hide things, we have no smoke and mirrors. I live in my community I will never let these things happen within the business. I have a friend who is retired and owned his own dealership in the UK. We have spent weeks together at each others homes and he tagged long to see how we operated the business while he was here. The greatest compliment he ever gave me was that I am the same person when the lights are off as I am when the lights are on.

Very large organizations still have purchasing agents. And government. Sometimes I find myself in a situation where the customer wants something like the OneRate plan and I have no choice because I know I'll lose the deal. What I've decided to do is give the church 2 proposals. OneRate and a separate CPC Service Contract and let them choose.

PS - I like the way you do business. You'll never go wrong like that. Cheers.

[BillyCarpenter]

Re: RJ Young service with unlimited pages

I find that the average buyer are much more sophisticated than back in the day. They have the internet at their disposal and many buyers do their research. But there's still idiots out there.

[BillyCarpenter]

Re: RJ Young service with unlimited pages

[mloudy]

Re: RJ Young service with unlimited pages

Great question. Is your print volume going to increase or decrease? Of all our customers a church may be unique and they all hope for growth which could mean a higher print volume.

This CEO make a great point. For any buyer who says their print volume is going to decrease they are wasting money with a One Rate plan. While there may or may not be overages or actuals billed later on I can guarantee no dealer who has a customer under a 1Rate plan is going to lower the monthly payment if a customers volumes tank. There is no canceling or re-negotiating thecontract terms.

[SalesServiceGuy]

Re: RJ Young service with unlimited pages

($ rental x 60) + ($ black x volume x 60) + ($ colour x volume x 60) = TCO. Any lease buyout, delivery, freebies or return fees are buried in the rental.

$ OneRate x 60 = TCO

Correction:

($ rental x 60) + ($ black x volume x 60) + ($ colour x volume x 60) - $ free prints = TCO.

Any lease buyout, delivery, freebies or return fees are buried in the rental. Free prints may or may not be buried in the rental.

$ OneRate x 60 = TCO