Service Sales Training
In the beginning sales training was OJT (On the Job Training). Early on articles and books were published about selling. Then recordings became available. Next came seminars at the local hotel. For firms that could afford it sales trainers were hired. Almost all of the messaging was generic and motivational, rather than content driven. Continue Reading
For over twenty years I’ve been conducting a biannual survey of fire alarm and sprinkler system end users that begins with the same question: Why do you purchase a test and inspection agreement on your life-safety system? Every year the number one answer has been the same. “It’s required by code.” What has changed over the years is the number Continue Reading
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.
