Sales Training Workshops
Selling Services in a Product World
An interactive workshop for salespeople and sales managers to help them understand, manage and influence the complexities of selling intangible services.
When we spend money, whether for business or personal reasons, it’s human nature to want to see, feel or at least taste what it is we’re getting in return. Yet, 73% of the U.S.’s gross national product is what we call “services” – intangibles like medical care, financial planning or a maintenance contract for the office photocopy machine. From a sales perspective, the differences between selling a product versus selling a service begin with the sales approach and encompass the entire sales cycle, even pricing.
Services provide powerful tools in broadening an organization’s offerings – the opportunity to differentiate from competitors and garner larger, more profitable sales. The challenge is in managing the buying process of services in what is still a product-buying world. Salespeople who sell services are tested with lengthier sales cycles and larger buying committees. These tests require salesperson patience and persistence.
Selling Services in a Product World is an interactive, facilitator-led training workshop designed to educate sales professionals of all levels, including managers and supervisors, about the nuances of the service sale, while developing key skills to master the challenge of selling the intangible. After completing this workshop, participants will be better equipped to manage and influence the complexities of selling services into a world that revolves around tangibles.
The highly interactive workshop, Selling Services in a Product World, will teach participants:
- To understand the critical differences between services and products
- A method to determine the service sales cycle
- Ways to prepare for the sales call
- How to probe for active needs when those needs are intangible
- Methods of educating customers
- How to position your service as the solution
- Techniques for dealing with service objections
- How to ask for and close the service sale
- Techniques for conducting a post-purchase evaluation
- How to sell when “trust” is the major factor
Participants will learn:
- The three key elements of service selling
- How to establish an annuity stream of on-going services
- How and when to use reference stories and testimonials in the service sale
- Methods for avoiding “bad customers” – those who demand more of your organization than it is good at performing
- The four reasons to probe for active needs in a service sale
- How to prepare for a service sales presentation
- How a service blue print can provide a selling strategy
- What “physical evidence” is needed to drive the sales process
- Strategies for dealing with risk
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