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