You’re Not Selling a Machine. You’re Selling Time.

When I started in this business, I thought I was selling copiers. 

Machines. Toner. Maybe a contract or two. 

The truth didn’t hit me until a client said this: “Greg, I don’t care what brand it is, just make sure my people don’t have to think about it.”

That’s when it clicked.

They weren’t buying a copier. They were buying time.

You can dress it up all you want. Feed rates, duplex speed, finishing options, mobile compatibility. None of it matters if the buyer still feels like they’re wasting time. That’s the true cost center.

Here’s the part that’s hard for new reps to swallow. Most of what you’re trained to say—the machine specs, the upgrades, the lease deal—none of that really addresses the real value prop. The C-suite is not looking for a slightly faster warm-up time. They want their operations to move smoother. They want to stop hearing complaints about the printer jamming or the receptionist asking for another toner order.

They want to stop wasting time on things that are not their business.

So the next time you're in front of a buyer, stop selling the box. Sell the time the box gives back.

"...and now the effect is a widow and two orphan children..."

“I am told that as a state representative this is the moment where I'm supposed to express my heartfelt condolences and then stand in solidarity with those on the other side of the aisle as we condemn political violence and stand unified as one people.

But we aren't "one people" are we?

The truth is we haven't been for some time now, and there is really no point in pretending anymore, if there ever was.

We are two very different peoples. We may occupy the same piece of geography, but that is where the similarities seem to abruptly end.

I convinced myself for a long time that whenever the left called me a racist, a bigot, a sexist, a fascist, a "threat to democracy" for even the most innocent of disagreements, that it was simply hyperbolic rhetoric done for effect.

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