So I started my coldcalling in our new area and went after some big fish, mostly hospitals. One has given me an appointment. They claim to be currently under contract by a vendor who I could not find anything on for the life of me. But she said shes always willing to see what the new kid on the block is offering.
Currently we are the only HP
service center within 50 miles of their location. We are looking to sell toner
I know my mission should be fact finding to find out what they need/want and try to offer them a solution accordingly versus trying to sell them toner
She already mentioned that the current vendor offers free service. I have no idea if this means free labor and they pay for parts or what they are paying for these toner
Any advise as to what I should bring/propose etc?