by Mary | Mar 18, 2014 | Blog, Business, Customer Service, Negotiation, Sales Training
New products are exciting. They give us a reason to call on current customers. We have an excuse to go see them. But what happens when you don’t have a new product to sell? How will your business survive? You picked the low hanging sales opportunities in 2013....
by Mary | Feb 8, 2014 | Blog, Business, Copier Leases, Fair Market Value, Financing, Leasing, Negotiation, Printing and Graphic Arts
Thank goodness, we’re done with that lease negotiation stuff! The equipment is in and working great. “Stick those legal mumbo jumbo contract in a file drawer. Let’s get back to business and make some money.” That is often the command issued from the bridge by the...
by Mary | Jan 14, 2014 | Blog, Business, Copier Leases, Financing, Integrity, Leasing, Negotiation, Printing and Graphic Arts, Sales Training
During December, a commercial printer (“Charles”) called for help. Charles told me about a digital press deal that was too good to refuse. The dealer told him that no one in all of the United States had a deal with pricing this low on such high quality commercial...
by Mary | Jun 12, 2013 | Blog, Business, Copier Leases, Customer Service, Fair Market Value, Financing, Leasing, Negotiation, Printing and Graphic Arts, Sales Training
A business owner asked if she could cancel her equipment lease. The leasing company told her that the lease was non-cancellable. She asked for help her understand the term “non-cancellable.” Of course, you can pay a lease off early. IF and ONLY...
by Mary | Jan 14, 2013 | Blog, Business, Computers and IT, Copier Leases, Customer Service, Financing, Leasing, Negotiation, Printing and Graphic Arts, Request for Proposal (RFP)
RFP’s: Just a Waste of Time? If you are like supply chain and purchasing professionals, the addition of new or used equipment begins with a telephone call to the usual suppliers. Whenever there is a plan to buy equipment, the process begins with a request for...
by Mary | Nov 19, 2012 | Blog, Business, Computers and IT, Copier Leases, Customer Service, Fair Market Value, Financing, Leasing, Marketing, Negotiation, Printing and Graphic Arts
It all starts as sweet as a honeymoon escape to an exotic island. They walk into the sunset, in love, for the next five years. What Margaret (the buyer) Remembers Charlie, the sales guy, introduced us. It was love at first sight. My old one was just not working out...
