A binding machine plays an important part in your sales cycle. Successful sales organizations have a well-defined sales cycle from prospecting to close. Have you documented your sales process? Do you know each point of the process where decisions will be made to either go forward or walk away? Does your process get prospects to tell you the truth?
So what does this have to do with a binding machine?
Believe it or not, a good binding machine plays an important part of your sales cycle. It’s the difference between a leaving a good first impression versus a disapproving look on your prospects face.
A good friend of mine who sells software recently told me a story about a sales situation where he was competing against another firm. The company he represents provided a competitive price and a sound recommendation for what his prospect needed. The competitor had a reputation of always over promising and under delivering. Yet, he ended up losing the business because the other firm’s presentation was far flashier. The presentation material was obviously done with a high-end binding machine.
I don’t know where this saying comes from, but it does ring true: “People are not rational, they rationalize what they do.” Despite given the facts, a pretty presentation can be the tipping point.
So, ask yourself, is your document presentation up to competitive standards? Is your proposal material second to none? Do you have the right binding machine system to make you look good?
Over the next couple of days, we are going to talk about the different binding machines that are out there and how to use them. So, keep an eye on this site to learn more.