Brother E-learning Helping you to sell Sales Basics Part 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... L M E A R N OE

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? 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 NYNYNYN Y NY This simple guide is designed to advise you of the right product quickly, just by asking 3 simple questions... Step 1 Step 2 Step 3 N 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? 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 NY NYNYNYNYNY 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? 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 NY NY NY NYNYNY Brother HL-2130 Brother 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