July/August 2009 - SCANtopia

July/August 2009Inside this issue...PARADIGM PARTICULARS...Paradigm Display Division Wins Big!PRODUCT FOCUS...Award Winning Supra Gets Better!TOPICS & TIPSThe Science of SalesMEET TEAM PARADIGM...Meet Kirby LambertPARADIGM PRESENTS...The Banner Wall!NEWSParadigm Imaging Group vol. 3 issue 3www.SCANtopia.com ° 888.221.SCAN(7226) or 714.432.7226 in Canada

July/August 2009vol. 3 issue 3PARADIGM PARTICULARSParadigm Display Division Wins Big!Paradigm Imaging Group has been awarded a sizableproject by Combined Insurance. Combined Insurance wasfounded in 1922 and is a member of the ACE Group ofCompanies, specializing in supplemental insurance. Thecompany offers products in 14 countries in addition to theU.S. Combined Insurance elected Paradigm Imaging Groupbecause we were able to offer it a complete packagesolution. We are its one-stop shop for a variety of graphicsprojects that will be packaged in kits and sent toapproximately 120 offices and training centers across theU.S.The Combined Insurance project will include Ultralitebanner stands with printed banners, framed posters andhanging wall banners. Earlier this year Paradigm ImagingGroup provided Combined Insurance with a large numberof Ultralite banner stands with printed banners. Thecompany was so satisfied with our products and service, itcame back for more!For more information about Combined Insurance, visithttp://www.combinedinsurance.com/PRODUCT FOCUS:Paradigm's EIS Supra Gets Better!The Award-Winning EIS Supra, Paradigm's most popular ofthe EIS line, has recently been revitalized with a new, sleeklook, enhanced scanner and state-of-the art printer.The new Supra At-A-Glance:New! Graphtec SK280 36” color scannerScan speeds up to 6 inches per second in Grayscale and B/Wand 2 inches per second in color @400 dpiUp to 600 dpi true optical resolution, 1200 dpi interpolatedConvenient, face-up scanningImproved document feedingNew power saving mode reduces power consumption to 5Wor lessNew! Canon iPF750 36” printerProduces D-sized output in only 28 seconds onplain paper in fast mode, all in full colorSub-ink tank system allows for on-the-fly inkreplacementNew print job accounting managerRocket Scanner ControllerExclusive Paradigm imageFLOW® scan-printcopysoftwareParadigm's sleek Ergo® Stand, a singlefootprintsolution for limited spacerequirementsOne-year on-site warranty with an optionaltwo-year warranty upgradeThe enhancement of the Supra is the latest example of ourongoing forward thinking philosophy – constantly workingtoward the perfect synergy of products, people andtechnology. For more information about the New Supraand the entire EIS product line, visit us athttp://www.scantopia.com/Scanner/Graphtec/EIS_main.htmlPage 2www.SCANtopia.com ° 888.221.SCAN(7226) or 714.432.7226 in Canada

July/August 2009vol. 3 issue 3TOPICS & TIPSThe Science of SalesContributed by Mike Ireson,Paradigm Imaging's Central Regional Sales ManagerAs sales professionals we have all been through the regulartraining programs like SPIN selling, Proposal selling orBuyer Focused sales, but there are other important toolsthat have value in our jobs. These tools are part of“rounding out” the training of sales and customer servicepersonnel and help to provide improved understandingthroughout all customer contact.Over the next few issues of Paradigm e-News, we'll exploresome of these important tools.Customer's Buying ProcessThere are many things that a customer focuses on when weapproach them with a new idea, but there are five basicquestions that your customer will ask themselves as thesales call progresses. If we are truly communicating withour customer, we will get clear signals of when one step iscomplete and they are ready to go on to the next step.Do I trust you? (the most important part)If a customer doesn't like or respect you, they willnot buy from you.What can you do for me?Why are you here?How will your solution accomplish this?Product capabilities - ProposalCan you prove it?Specific product demonstrationIs the perceived value higher than the cost?Will I really gain from this?Power LevelsThroughout the entire sales process it can be helpful toremember power levels. If you are meeting someone forthe first time, your power level should be peer or equal. Ifyou are explaining your qualifications as a consultant, yourpower level should be higher or “one up.” If you are askingquestions of your prospect to obtain information, yourpower level should be lower or “one down.”These are minor adjustments to your style but they willensure that you are phrasing your statements properly, andthat can make the difference. This is a give and take processand if you are trying to be higher or “one up” in every phase,customers can become resentful.Higher (one up), peer (equal) or lower (one down) than thecustomerGreeting – peerAsking questions – lowerEstablishing qualifications – higherMaking recommendations – higherAsking for agreement on status – higherPresenting a proposal – higherClose – higherIn the next issue of Paradigm e-News, we'll take a look atCommunication Styles. To see the complete article, pleasevisit http://www.scantopia.com/dealerareaMEET TEAM PARADIGM!Meet Kirby LambertKirby has been with Paradigm ImagingGroup since 2003. In the past six yearsKirby has been a valuable member ofour technical support staff, spending hisdays interacting with customers on thephone and via email. He assistscustomers from a variety of industriesfrom all parts of the country, helpingthem with all sorts of issues related tolarge format scanning and printing. He enjoys getting tothe root of a customer's situation and enabling them togain a better understanding of their equipment.In his time away from the office, Kirby enjoys the companyof his wife, Carla and his two cats. He likes to spend timereading, listening to music and researching his familyhistory.The next time you have a technical question, be sure to askfor Kirby. No matter how simple or extensive the question,he is always ready, willing and able to tackle the challenge!www.SCANtopia.com ° 888.221.SCAN(7226) or 714.432.7226 in CanadaPage 3