For 6 years of my life I conducted assessments and trained sales reps on how to use them to win more business. Assessment selling works. We saw close rates go from 3 out of 10 to 7 out of 10. Margins were also richer and customer satisfaction always higher. One of my favorite things was seeing a sales rep become an assessment selling convert. The look on their face when they win a deal that they would have otherwise lost. Pretty cool stuff.
Of course nothing stays the same. The assessments of yesterday are nothing compared to the assessments of tomorrow. As the managed print services market matures, sales reps and business owners are going to have to bring their A-game to win and grow. In this episode of Convergence Radio, we meet up with Mike Lamothe at DOCassess to dig into:
- Assessment selling today: Tips and insights on how to do managed print assessments right in order to win more deals. Mike also shares the critical information that most OEDs have been ignoring that could mean the difference between wowing their customers or not making the grade.
- The assessments of tomorrow: Mike details what assessments of the very near future are going to look like. “Business level assessments” are going to be incredible and Mike details what it’s all going to look like.
- The OED of the future: As the office equipment channel matures, the direction that dealers will take and the decisions they will have to make are eye-opening. What kind of OED are you and what does your future look like? Mike shares what he’s seeing and you’re going to want to hear his thoughts.
I really enjoyed this conversation with Mike Lamothe. He has a keen sensibility of where things are headed, and more importantly, the required steps to profit from it all. I was blown away by some of the things he is working on to make assessments easier and richer than anything we’ve seen to date. You’ll have to listen to the podcast to see what I mean, it will be time well spent.
To access this exciting episode of Convergence Radio, click on the link below to listen and subscribe: