❓Shifting the Sales Mindset to Solutions | Moving Beyond Copier Specs to Meaningful Conversations | The Role of Generative AI at the BTA
Photo: Unsplash
September 7, 2023
Industry
From Copiers to Solutions
Why Your Business Is Shifting from Products to Services
In the ever-evolving landscape of office technology, the days of merely selling copiers and printers are numbered. The digital transformation has not only changed how we work but also what we expect from our office technology providers. The traditional focus on selling products like toner and paper has lessened as businesses move towards a paperless, AI-based environment.
“Ownership is in decline, usership is on the rise.”
Tien Tzuo, Zora
Tien Tzuo from Zuora introduces a compelling concept: the “End of Ownership.” He argues that “ownership is in decline, usership is on the rise.” This is not just a catchy phrase, but a reflection of a broader societal shift. People are increasingly valuing experiences over possessions. The idea of owning a product is giving way to the convenience and flexibility of using a service. This shift is evident in various industries, from music subscriptions replacing CD sales to ride-sharing services like Uber and Lyft becoming more popular than car ownership.
Why should your copier and office tech business make this shift? Read on to learn more, here.
– Greg Walters, Head Writer
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Beyond the Specs
Mastering Meaningful Conversations in Office Tech Sales
In the competitive landscape of copier and office technology sales, the secret sauce isn’t just about the specs and features of the products you’re selling. It’s about the depth and quality of the conversations you’re having with your clients. Forget the small talk about toner levels and paper sizes; the real game-changer is diving deep into what your client’s office genuinely needs.
“Executives see across the whole organization (or industry) and connect the dots from top to bottom. So to connect most effectively with them, you need to understand how your subject of conversation fits into their worldview.”
– themuse.com
First, understand your audience. Whether you’re talking to a procurement manager or a small business owner, know that they’re interested in more than just the nuts and bolts. They want to understand how your product or solution fits into their broader operational strategy. So, tailor your conversation to focus on the bigger picture—revenue potential, efficiency gains, and long-term growth.
Time is money, and no one knows this better than your clients. Get to the point. Have a clear agenda and be flexible enough to pivot the conversation based on your client’s needs and questions. And remember, authenticity and conviction resonate. When you’re pitching a product or a solution in a veiled yet obvious way, your prospects pick up on it.
Read more tips on mastering meaningful conversations, here.
– Greg Walters, Head Writer
The Dawn of Time Curation
How Generative AI is Rewriting the Rules of Productivity at the BTA
Generative AI is revolutionizing the way we think about time management, shifting the focus from mere task completion to “time curation.”
From automating document workflows to aiding in software development, generative AI is accelerating automation by over a decade, according to a McKinsey study. The democratization of AI technology means that its benefits are not just for the elite but accessible to the 5.4 billion people connected to the internet.
In an era when “doing more with less” has become the corporate mantra, the concept of time curation is emerging as a game-changing paradigm.
Leaders are no longer just bosses; they are becoming curators of time, unlocking human potential by removing time as the bottleneck to innovation. Generative AI is at the forefront of this revolution, offering a toolkit for amplifying human capabilities.
Read how, here.
– Greg Walters, Head Writer
Internet Relay Chat – News to Go
- The Quantum Leap of ChatGPT: A New Dawn in AI’s Transformative Journey
- Elevating Human Potential: AI as a Support Tool, Not a Replacement
- The Rise of Hybrid Work: How Major Companies Are Balancing Flexibility and Collaboration
- Collaborating in a hybrid work environment: the link between office layout and teamwork
