A Team Selling philosophy developed by Curtis Thornton of Thomas Reprographics. The methodology is based on the theory that every product should be approached as a story. Our job is to convince customers that our story can help them with their story. If the story is confusing or difficult to tell, the tendency is to not tell the story at all—or worse, to tell an inaccurate story.
We must train all our managers, customer service, and sales staff to be certified as “1:5” consultants, capable of providing 1-minute worth of talking points, as well as a 5-minute demo. The goal for the first 5 minutes is to entice the customer to want to hear more. Next, a group of certified 30-minute consultants are ready to assist with more detailed and expert knowledge of the PDM product. This is followed up with our +, or technical staff of administrators, operators, and digital specialists, who actually implement and support our advanced solutions.
The 1:5:30:+ model enables ReproMAX as an organization to know our roles and clearly tell our story to customers across the country. The goal is to synergize ReproMAX people by helping them become more confident, informative, and entertaining storytellers.