Sell Past the Box Boot Camp: The F.I.N.D. Questions That Win the Copier Upgrade
The Sell Past the Box Sales Training Boot Camp
Three working sessions. Live customers. The discovery system that turns a lease renewal into an upgrade and a single device request into a solution.
$100 per seat for all three sessions • Three Fridays in July • 90 minutes each
What You Are Up Against in 2026
The Stall
The box costs 12% to 18% more and financing is expensive, so customers are stretching leases, printing less, and pushing the upgrade out.
The Price Trap
Lead with cost per copy and a lease rate, and you hand the customer a reason to wait. The industry’s own 2026 forecast says it plainly: renew leases and you get outsold.
The Growth Gap
Dealers may need to grow copier revenue 23% to 26% a year just to hold profitability. Renewals at a higher price will not get you there.
The Solution Gap
The revenue is in workflow, security, and document management, but no one is a product expert in all of it, so the conversation stays on the box.
Where the Idea Becomes a Repeatable Habit
The webinar made the case. In a year when the box costs 12% to 18% more, the rep who just renews the lease gets outsold. This boot camp is where your team turns that idea into a repeatable habit, using the F.I.N.D. Interview System, the discovery engine inside Customer Focused Selling®, and the revenueify Meeting Planner against the real accounts you are working right now.
Here is the unlock dealers feel the moment they try to sell past the box. The market wants reps to sell print management, document workflow, and security, solutions like PaperCut, DocuWare, and Square 9, and no one is a product expert in all of it. F.I.N.D. removes that barrier. When you lead with discovery instead of product knowledge, you can qualify and shape solutions you do not sell every day, because the conversation is about the customer’s outcome, not your spec sheet.
What This Boot Camp Does for You
Sell Past the Box
Lead with discovery instead of product knowledge, and you can qualify solutions, from print management to document workflow to security, that you do not pitch every day.
Consultant, Not Quote
F.I.N.D. is what moves a salesperson from sounding like a lease rate quoter to acting like a business consultant.
The Upgrade That Pays for Itself
Done well, that is what justifies acting now, earns the larger share of the technology budget, and attaches the recurring revenue a renewal never does.
A working boot camp, not a lecture series. You bring live customers and upcoming renewals, and you leave each session with questions and a plan you can use that week.
What You Will Do, Session by Session
F.I.N.D. for Any Solution
Your reps are being asked to sell solutions they do not install or demo every day, in a market where the box alone will not carry their number. This session removes that barrier with a deep dive into the F.I.N.D. Interview System and how to prepare for meetings across very different solutions. You work through the four question types and why the order matters:
- Facts build credibility.
- Important Business Objectives uncover what the customer is trying to achieve.
- Needs gather the practical requirements once you have earned them.
- Dreams reach the personal win.
The point is the discipline that lets you walk into any opportunity prepared, even when the technology is new to you, because you are leading with the customer’s business rather than your product catalog.
The Meeting Planner and Your Upgrade Questions
This is where it gets real, against the renewals and upgrade meetings already on your calendar, the ones where a price conversation loses. We review the F.I.N.D. questions you built and load them into the revenueify Meeting Planner for actual meetings you have coming up. For each one you define the ideal and minimal outcome for the meeting, map the contact’s role and DiSC® style, and design your Fact and Important Business Objective questions, including the seeding questions and the second and third level questions that surface true business objectives.
Then you position the upgrade question, the one that opens a single device request into a full office outcome. When a customer asks to renew the copier or replace one machine, that question moves the conversation from lease rate and cost per copy toward what they are trying to accomplish across their workflow, security, and operating costs, and why this year is the year to act. You apply this to real customers, not hypotheticals.
The Capstone
This is where preparation meets accountability before your next real copier upgrade meeting. You present your discovery plan back to the group and get direct feedback from revenueify. You hear what is sharp, what is missing, and exactly what to tighten before you walk in. Reps also rehearse their final questions in the AI Coaching tool, so they leave practiced, not just planned.
The REVUP Portal Is Included
Every participant gets our legendary REVUP Portal: additional blueprints, follow up learnings, and an AI Coaching tool that lets you practice your discovery questions and get instant feedback between meetings. The Portal is how the skill keeps building after the third session, so discovery becomes the way your team sells, not a one time workshop.
Who It Is For
Salespeople and sales managers at office technology dealerships who want to drive upgrades and net new revenue instead of defending lease renewals on price.
Teams that want to stop reacting to RFPs and replacement requests and start leading the conversation toward solutions and services.
Even if your upgrades are already going well, this is how you arm your team to attach the more advanced solutions that close the growth gap, the print management, document workflow, and security revenue, from solutions like PaperCut, DocuWare, and Square 9, that a box renewal never reaches. If your team wants to ask better questions and sell more, the habits you build in these three sessions pay for themselves in a single improved opportunity.
How the Boot Camp Solves Each One
The Stall
Across three sessions you build and rehearse the upgrade question against your real accounts, so every renewal on your calendar becomes a reason to act now, not later.
The Price Trap
You load your F.I.N.D. questions into the Meeting Planner for actual meetings, mapping each contact’s role and DiSC style, so you walk in leading with outcomes instead of a lease rate.
The Growth Gap
You practice attaching the advanced solutions, print management, document workflow, and security from tools like PaperCut, DocuWare, and Square 9, that move you toward the 23% to 26% you need.
The Solution Gap
Session 1 gives you the discipline to sell solutions you do not install every day, and the capstone plus the REVUP Portal turn it into a habit, not a one time workshop.
The Details
Bring the Renewals You Are Afraid to Lose
Bring the accounts you most want to win. Three working sessions, your live customers, and the discovery system that turns a renewal into an upgrade. Reserve your seat and come ready to work.
Use the checkout on this page to reserve your seat • $100 per seat
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