Print Management Insider Blog

Convergence Radio Episode 7: The Winners’ Guide To Assessments and Becoming The Office Equipment Dealer of Tomorrow

Posted by West McDonald on Mar 22, 2018 8:16:00 AM

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.

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Topics: assessment, managed print, Managed Print Services, print management, Printing, convergence radio, print industry, office equipment channel, docassess

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