Sell Past the Box: The Discovery Questions That Win the Next Copier Upgrade-BTA Webinar, Nov. 11
BTA Diversifying My Business Webinar • For Office Technology Dealers • F.I.N.D. Interview System® BTA Webinar: Sell Past the Box: The Discovery Questions That Win the Next Copier Upgrade
In one live hour, your team will build and practice the discovery questions that move a copier/MFP conversation off of price and lease rate, and on to the business outcomes that justify upgrading now. You will walk away with questions you can ask in your very next copier/MFP upgrade meeting.
4 p.m. Eastern, Wednesday, Nov. 11, 2026 • Hosted by the Business Technology Association • BTA members only
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.
Selling Past the Box Starts With Better Questions, Not a Better Price
The dealers winning right now are the ones evolving from box movers to trusted advisors, and that shift does not start in the demo room or the proposal. It starts with the questions your salespeople ask in the first meeting.
You cannot close a 23% to 26% gap by renewing leases at a higher price. You close it by attaching workflow, security and document management, and you attach those solutions by asking better questions first. This session closes that gap, and you close it by doing, not watching.
What the Hour Gives You
A Reason to Upgrade Now
Move past price and lease rate to the workflow, security and cost outcomes that make acting this year worth more than waiting.
Net New, Not Just Renewals
The same questions open the door to the net-new accounts the industry calls the greatest growth opportunities in 2026.
Recurring Revenue Beyond the Click
Outcome conversations attach managed print, security and document workflow, the higher margin revenue a box renewal never reaches.
A Working Session, Not a Webinar You Catch Later
This is a live, interactive working session. There is no recording and no notetaking bots. You join with your video on and your voice in the room. What you build here, you build with the group, and you take it straight into your next customer meeting.
Meet revenueify, a New BTA Member
revenueify is a sales training and consulting firm built for the office technology channel, and we are proud to join the Business Technology Association as a new member in BTA’s 100th year. Our work centers on Customer Focused Selling®, the F.I.N.D. Interview System® and the coaching cadence that turns better questions into a repeatable sales process. This webinar is revenueify’s introduction to BTA members, and it is the same working format it runs with dealer sales teams every week.
Your Host for the Hour
Tyler Ebnet, President of revenueify
Ebnet is president of revenueify, a BTA consultant/trainer member. He built his career inside one of the country’s largest office technology dealerships, where he carried the bag and sat in the leadership seat. Today Ebnet trains, manages and builds dealership sales teams that sell past the box. He will run the full hour of the webinar, introduce the F.I.N.D. Interview System® and show why discovery, not a sharper number, is what wins the upgrade in a higher-price market.
Bring Your Team. Bring Your Hardest Renewals.
Bring your hardest renewals and the accounts you most want to win. One live hour to build and practice the discovery questions that move every conversation past the box.
4 p.m. Eastern, Wednesday, Nov. 11, 2026 • BTA members only, one live hour
Members: Click the registration link above to register. You will need your BTA username and password to access the registration page. After registering, you will receive an email containing information about joining the webinar.
BTA will announce additional “Diversifying My Business” webinars on their site as they are scheduled.