News » 2008 » KYOCERA MITA America Launches "Power Selling" Dealer Training Program, With Noted Sales & Marketing Expert, Steven Power


KYOCERA MITA America Launches "Power Selling" Dealer Training Program, With Noted Sales & Marketing Expert, Steven Power

Customized Training Program Promotes a Collaborative Sales Approach for Document Technology Solutions; Enabling Sales Teams to Sell Value Beyond the Box

FAIRFIELD, New Jersey - June 11, 2008 - Kyocera Mita America, one of the world's leading document solutions companies, today announced the launch of a newly customized, comprehensive sales training program for its dealer channel. Developed exclusively for Kyocera Mita America by Steven Power, acclaimed author of Power Selling: Consult & Collaborate to Create Competitive Distinction and Founder and President of Sales & Marketing Solutions International, the innovative "Power Selling" method focuses on a collaborative, partner-oriented approach to engaging prospects and customers to ensure the sales relationship delivers ongoing value.

The "Power Selling" program aims to empower Kyocera Mita America dealers with new techniques and perspectives to best identify and address customers' document imaging needs - all from a solutions-centric perspective. Built on a philosophy that promotes an atmosphere where buyers and sellers work collectively towards a common goal, the "Power Selling" method encourages Kyocera Mita America dealers to gain a full understanding of a customer's business model in order to better communicate the competitive advantages of the Kyocera offerings; highlighting Kyocera's value propositions and key differentiators, including its Total Cost of Ownership (TCO) advantage - where Kyocera offers one of the industry's lowest total costs at which an end-user will be spending throughout the life of a product.

"By following the "Power Selling" program, we believe our sales professionals will be empowered to engage in more meaningful dialogues with businesses regarding their document imaging requirements," said Peter Hendrick, vice president, Marketing, Kyocera Mita America. "We encourage them to take full advantage of the "Power Selling" program - as the curriculum that Steven Power has created solely for our business will help our dealers form mutually-beneficial relationships to support a customers long-term document goals. We believe Steven has taken the time to expertly craft a sales training structure that is invaluable to building relationships, and we look forward to our channel harnessing the power of the program."

The Kyocera Mita America "Power Selling" program will be facilitated throughout Kyocera Mita America's five U.S. regions by certified Kyocera trainers, personally taught in the curriculum by Steven Power. Offered as a three day course with optional reinforcement sessions, the curriculum focuses on the integral stages of successful selling, from scheduling the initial appointment to becoming a trusted partner. The course also features informative examples of prospecting tools, positioning statements, account profiles, executive summaries and proposals.

"The method in which customers make purchasing decisions has evolved over the past decade, and having worked with Kyocera Mita America for more than 15-years, it has been my pleasure to assist them in evolving their sales training techniques to match customer procurement patterns," said Steven Power. "I see Kyocera Mita America's 'Power Selling' program as the convergence of a strong sales curriculum with a powerful brand that together will empower dealers to look 'beyond the box' to the great potential in offering comprehensive solutions uniquely positioned to address customer document technology needs."

Steven Power is founder and president of Sales & Marketing Solutions International. He has trained more than 15,000 business-to-business sales professionals in 19 countries and 12 industries. He brings to the table 12 years of a successful, in-the-trenches sales and a sales leadership career. He has also built an international consulting firm servicing business-to-business clients for over 16 years. Steven Power is the author of Power Selling: Consult & Collaborate to Create Competitive Distinction and The $50 Ice Cream Cone: Transcending Transactions by Heaping on Value.

Kyocera Mita America, Inc. (, headquartered in Fairfield, N.J., is a leading provider of computer-connectable document imaging and document management systems, including network-ready digital MFPs/printers, laser printers, color MFPs/printers, digital laser facsimiles, and multifunctional and wide format imaging solutions. Kyocera Mita America is a group company of Kyocera Mita Corporation. Kyocera Mita Corporation is a core company of the Kyocera Corporation, the world's leading developer and manufacturer of advanced ceramics and associated products, including telecommunications equipment, semiconductor packages and electronic components. Kyocera Mita America, the first document solutions company with third-party certified sales data, has earned numerous honors for its products' high performance, reliability and cost efficiency. Kyocera Corporation's consolidated net revenues exceeded $10 billion for the fiscal year ending on March 31, 2007.