Brother E-learningHelping you to sell

Sales BasicsPart 1 of 3

Introduction

• Whether you are starting a new role or experienced in the art of selling printers, Brother e-learning is designed to give you a helping hand, advising you of the correct choices and keeping you up to date with the latest in product technology

• The way we see it at Brother is the more you learn, the more you can earn, this is because you will be able to identify opportunities easily and up sell when necessary

• So, let’s get on with learning – let’s start with one of the key skills of selling ...

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A key rule

• We’re all in a job thanks to one person – the customer, and no customer means no sale, it’s that simple

• When you, as a salesperson, show genuine interest in the customer, this will make the customer want to do business with you rather than your competitors

• When you get to know your customers, you will find out what their wants and needs are; then you will be able to close the sale on the items for which they are searching rather than on items they do not want or need

• So one of the key rules of selling is to listen

I’m not too sure what I

need...

…it’s for 5 users

What do you recommend

inkjet or laser?

I will need it to print and fax

Now what?

“There are hundreds of different makes and models of printer out there, which one is the right one?”

• Listening is the first part of the journey now it’s time to advise on the right product

• We know what the customer wants, on this occasion it is a printer for the office

• Good question, do you go for the lowest priced one? The fastest one? Or, the one that is the cheapest to run?

• It’s tricky when most vendors claim to be the fastest or the cheapest and that theirs is the best one, remember we’re here to fit the right product to the customer’s needs

• This is where using the following 3 simple steps can help ...

Seller’s guide

Available in the Brother “What We Do Guide” - ask your account manager for details

Do you require colour?

Need copy & scan?

Up to 1,500

How many pages per month?

Up to 3,500

Over 3,500

Up to 750

Up to 1,500

Over 1,500

Need copy & scan? Need A3? Need copy &

scan?Need copy &

scan?

Entry Level B&W Laser Printer

Entry Level B&W Laser All in One

Mid Range B&W Laser Printer

Mid Range B&W Laser All in One

High end B&W Laser Printer

A4 Inkjet All in one

A3 Inkjet All in One

Entry Level Colour Laser

All in One

Entry Level Colour Laser

Printer

Mid /High end Colour Laser

All in One

Mid /High end Colour Laser

Printer

Y

N Y N Y N Y N Y N Y

This simple guide is designed to advise you of the rightproduct quickly, just by asking 3 simple questions ...

Step 1

Step 2

Step 3N

How many pages per month?

Choosing the right model

How many pages per month?

Do you require colour?

Need copy & scan?

Up to 1,500

How many pages per month?

Up to 3,500

Over 3,500

Up to 750

Up to 1,500

Over 1,500

Need copy & scan? Need A3? Need copy &

scan?Need copy &

scan?

Entry Level B&W Laser Printer

Entry Level B&W Laser

All in One

Mid Range B&W Laser Printer

Mid Range B&W Laser

All in One

Heavy Duty B&W Laser Printer

A3 Inkjet

All in one

A4 Inkjet

All in One

Entry Level Colour Laser

All in One

Entry Level Colour Laser

Printer

Mid/High end Colour Laser

All in One

Mid/High end Colour Laser

Printer

N Y

N Y N Y N Y N Y N Y

• Let’s say this time the customer wants an entry level black and white laser printer

• Let’s see how we get there using the seller’s guide...

Introduction to up-selling

• Although we know the customer requires an entry level mono printer, there are still a wide variety of machines to choose from, how can we find the right product?

• If we remember what the customer asked for at the beginning, they wanted a printer for the office, so we now need to consider additional features, such as:

• Double-sided printing - Saves up to 50% on paper cost

• Network ready - Save on multiple devices by sharing the device

• Wireless - Position the printer anywhere in the office

• Using these common features you can up-sell through the range, okay the machine might be more expensive, but the customer is happy as they have machine more suited to their needs and will be more cost effective in the long term!

• We’ll learn more about these features in the Product Basics course

• Let’s see this process from start to finish ....

You - “Have you considered double-sided printing? And, did you know that it can save up to 50% on paper cost in your office?”

Customer - “Okay, that sounds good”

You - “You also mentioned earlier this is for an office, will more than one person need to print? If so, it might be more cost effective opting for a network model and sharing it, this will save you money on multiple devices”

Customer - “I’ve not thought of that, 3 people in my office will need to use the printer”

• Sure you get the idea! What you are doing is up-selling the customer to another machine which suits their needs better than the original choice (HL-2130 > HL-2250DN)

The full journey

How many pages per month?

Do you require colour?

Need copy & scan?

Up to 1,500

How many pages per month?

Up to 3,500

Over 3,500

Up to 750

Up to 1,500

Over 1,500

Need copy & scan? Need A3? Need copy &

scan?Need copy &

scan?

Entry Level B&W laser Printer

Entry Level B&W laser All in One

Mid Range B&W laser Printer

Mid Range B&W laser All in One

Heavy Duty B&W laser Printer

A4 Inkjet

All in one

A3 Inkjet

All in One

Entry Level Colour laser

All in One

Entry Level Colour laser

Printer

Mid/High end Colour laser

All in One

Mid/High end Colour laser

Printer

N Y

N Y N Y N Y N Y N Y

Brother HL-2130Brother HL-2250DN

• This is only the start of your journey

• Take a look at the other content in the Brother e-learning series, which talks about the Product Basics and Supplies Basics

• Other content that will follow includes:

• Selling colour laser machines

• Selling mono laser machines

• Selling A3 all in one machines

Your sales journey has begun..

Now you have learnt the basics, check your knowledge on what you have learnt in the sales basics course, from which machine is suited to a particular customer to up selling customers with the multiple

choice test.

Take the Sales Basics test now

Take Test