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.
Continue ReadingService Sales Representative – End User Expert
There would be less need for Service Sales Representatives if all products and systems were sold directly to end users. In many cases the initial sale is made to an installer, contractor, purchasing department, or government agency. It’s very likely the end user who will make the decision regarding the service agreement, was not involved with the initial purchase. When it comes to older systems the end user may be many years removed from the initial sale. Often the service firm’s internal records regarding the sale don’t help in locating the current decision maker. The project may be listed under the name of the installer or contractor, or just the address of the facility.
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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.