5 Ways Tools Based Assessments Are Helping Your Competitors to Crush It

 Modern tool-sets make "Assessment Selling" faster and more precise. 

Modern tool-sets make "Assessment Selling" faster and more precise. 

As a copier dealer sales representative or managed print professional, you might have noticed it’s getting rough out there.  More and more competitors have entered the landscape and it seems that every deal you work on is being met with more questions and delays. Close rates are in decline and deal sizes are getting smaller.  

It’s tough out there and only getting tougher, right?  Not for everybody.  There are sales reps out there who are actually closing more deals and getting better margins than ever before.  Their secret: Tools-based assessments.  Read on to find out how sales reps are using the power of assessments to crush quota.
 

 You only get one chance to make a first impression.

You only get one chance to make a first impression.

First Impressions: How would you feel if somebody trying to sell you a Lexus showed up in a beat up 1978 Toyota Tercel?  First impressions are critical to how a customer perceives you, and ultimately, to your close rates. Conducting an assessment of a company’s print and copy infrastructure with printed maps and a clipboard aren’t doing you any favors when your competitor is doing the same work on a tablet with digital input.  Your competitors are crushing it because they are practicing what they preach and delivering first impressions that leave lasting impressions.

 There are only so many hours in the day... make the most of them.

There are only so many hours in the day... make the most of them.

Time Savings: A lot of people hate doing assessment based selling because of the amount of time they take.  It’s tedious to print config pages and transfer all that information to spreadsheets. Doing assessments the old fashioned way is like building a car by hand: There are far more efficient ways to do it that will lower production time and dramatically decrease associated costs.  Your competitors know this and their tools-based assessments take a fraction of the time.

 Number accuracy matters, especially to the "C" Suite

Number accuracy matters, especially to the "C" Suite

Improved Accuracy:  Manual input leads to mistakes and there is nothing worse than a customer pointing them out in your assessment work.  The numbers matter, especially when it comes to TCO and savings calculations.  Get them wrong and your customer won’t trust your recommendations.  Get them right and you’ll dramatically increase customer trust.  We didn’t get to the moon by writing out calculations on a napkin and we decrease our win rates unnecessarily by making mistakes with manual calculations.

 Customer collaboration can help improve solution satisfaction levels.

Customer collaboration can help improve solution satisfaction levels.

Collaboration & Partnership:  A little trick used by seasoned sales reps is to have the customer assist in the generation of future state recommendations.  I have personally built many future states by having customers help me to move volumes and devices on a digital floorplan.  When they own the approach you dramatically increase the likelihood of getting the deal because the customer feels like it’s their solution.

Consistent Approach:  Tools-based assessments ensure that every assessment you do gets easier and more consistent.  This is especially important if using assessments is an integral part of your selling process (which it had better be!).  Repeatable processes ensure consistent results.  A consistent, tools-based approach also allows for more people to be involved in proposal generation as it automates a lot of the hard work that manual assessments are bogged down with.  Every assessment you do will have the same high quality deliverables to ensure your message is on target, every single time.

 

Those that have mastered the assessment based sales process using leading edge toolsets have increased their close rates to as high as 70% (The average close rate for the office equipment channel are 30% to 40%).  Higher close rates mean you’ll spend more time crushing deals and less time watching your competitors take them away.

 

Now it’s your turn!  Do you have some examples of how using tools-based assessments have helped you to crush it?  Have you recently adopted a tools-based selling methodology and have some advice for those thinking about making the moves themselves?  Please share your comments and advice with us!

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