Aftermarket Consulting

Service Sales Training

Recession Proof Your Business – No Longer an Option

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The following entry was written in 2018. As of today, the worst-case scenario is not as hypothetical as it once seemed. For those firms that have increased their renewable revenue there may be a cushion should the economy change for the worse. For those that haven’t it’s never too late.

The economy is strong, construction cranes dot the landscape, and plans are in place for future expansion by businesses nationwide. Many firms are either planning to purchase new equipment or retrofit what’s in place. Times are good in the business community. Installers and contractors are hustling to get as much of this business as possible. For many firms the biggest challenge is staffing to support this activity. For those of us who have been around for awhile, we’ve seen it before. We want to believe this cycle will last forever.  We know it won’t. It’s just a matter of time before things slow down, or worse come to a halt.

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Life Safety Service Marketing Goal Setting – Reality Check

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Let’s assume all service sales marketing programs begin with well thought out strategies and goals.  We’ll also assume detailed plans have been developed to map out the tactics, tools, and resources required to launch the strategy, and meetings have been held to introduce and discuss the plan with all parties involved.

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The Only Barrier to Growing Life Safety Service RMR is You

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Most Life Safety companies know service is their most profitable business.  The majority understand selling service agreements is the best way to capture this renewable, high margin revenue and build the value of their company.  Many believe they are doing a great job growing this business.  For almost all the only measuring stick is comparing results to previous years. Far too many continue doing the same things they’ve done year after year. For those that have adapted their business model, the results have been dramatic. For those that haven’t, the opportunity is there for the taking.

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Great Service Techs Rarely Become Service Sales Stars

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I’ve interviewed, hired, or trained well over five thousand Service Sales Representatives. I’ve had the opportunity to work with people whose sales skills and results were at the top of the industries they served. I’ve I’ve been on thousands of sales calls mentoring new Service Sales people and worked with seasoned veterans pursuing major deals. Their personalities were wide ranging, but their skill sets were very similar. I’ve also worked with struggling Service Sales people who didn’t succeed and moved on to other careers. In short, I’ve probably been involved with more dedicated Service Sales people than anyone else on the planet over my long career.

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Passive Systems Require Unique Sales Service Strategy

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All building systems are not created equal.  Too often building systems are grouped together by function or application. A good example is life safety systems. These systems include fire alarm, security, sprinkler, suppression, nurse call, sound, etc. All of these systems have life safety implications, but their service requirements are quite different. Fire Alarm, sprinkler, and suppression systems are passive systems. Unlike interactive systems like card access, CCTV, HVAC, or elevators, no one is interacting with them on a daily basis. Typically the building operator is made aware for the need for service when interactive systems fail. These failures are typically brought to the attention of the building operator quickly, often by multiple parties.  This is not the case with passive systems.

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Service is Not a Product: Experts Guide to Selling Service Agreements

Service is Not a Product: Experts Guide to Selling Service Agreements

service-is-not-a-product Perfect for all personnel involved in service sales, this book describes the keys to success for selling service on technology-based products and systems. Anyone indirectly involved in service sales such as technicians, engineers, administrative assistants and others who work with customers will also find the book beneficial. Readers will learn the unique skills and methodology required to be successful from the industry expert.
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