20
Aug 14

Why Selling Services is Tough By Steve Schiffman

Why Selling Services is Tough By Steve Schiffman

Why Selling Services is Tough By Steve Schiffman

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specially about Why Selling Services is Tough.

 

Why Selling Services is Tough Transcript:

CHRIS HAMILTON:

Why do people have such a tough time selling intangible items?

STEVE SCHIFFMAN:

Just because of that. The interesting thing is they’re so used to showing something. Taking something to a sales meeting and saying, “Here’s what it looks like and this is what it feels like.” They don’t know what to do when it’s a service even though the service is the product. They have difficulty explaining that.

Part of that is they don’t get enough information from the prospect to see if it really applies. It’s like they’re trying to throw something at them, but they don’t know what it is that the person wants or needs in the first place.

 

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to CloseWhy Selling Services is Tough

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: Why Selling Services is Tough


19
Aug 14

How To Do Service Sales Podcast By Steve Schiffman

How To Do Service Sales By Steve Schiffman

How To Do Service Sales By Steve Schiffman

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specially about How To Do Service Sales.

You can listen to this podcast by clicking the play button below

or
Download this episode (right click and save)

How To Do Service Sales Transcript:

CHRIS HAMILTON:

One of the key differences between selling a product and selling a service is the service has intangible characteristics. What I do is focus a lot on how it makes someone feel once they’re utilizing that service. Any thoughts on that one, Steve?

STEVE SCHIFFMAN:

The basic principle of selling is that you’re helping somebody do what they do better. In other words, you’re asking them what they do; how they do it; where do they do it; who do they do it with and why they do it that way. Ultimately, you help them do what they do better. A service really does that — that’s what a service is all about.

The issue is that most salespeople don’t understand how to paint the picture. In other words, they have difficulty helping somebody visualize the increased success their service will provide. If it was a printing press, you could say, “Here. Take a look at this.” The guy goes and takes it and does whatever he does with it. But in service-related industries, it’s more difficult.

I deal with an insurance company right now that’s having a lot of trouble because they failed to recognize that people in corporations already have insurance. They don’t know how to paint that picture of what makes their insurance services superior. You have to be able to define the difference between your service and somebody else’s service because, quite frankly, other people are offering the same thing.

 

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to CloseHow To Do Service Sales

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: How To Do Service Sales


18
Aug 14

How To Do Service Sales By Steve Schiffman

How To Do Service Sales By Steve Schiffman

How To Do Service Sales By Steve Schiffman

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specially about How To Do Service Sales.

 

How To Do Service Sales Transcript:

CHRIS HAMILTON:

One of the key differences between selling a product and selling a service is the service has intangible characteristics. What I do is focus a lot on how it makes someone feel once they’re utilizing that service. Any thoughts on that one, Steve?

STEVE SCHIFFMAN:

The basic principle of selling is that you’re helping somebody do what they do better. In other words, you’re asking them what they do; how they do it; where do they do it; who do they do it with and why they do it that way. Ultimately, you help them do what they do better. A service really does that — that’s what a service is all about.

The issue is that most salespeople don’t understand how to paint the picture. In other words, they have difficulty helping somebody visualize the increased success their service will provide. If it was a printing press, you could say, “Here. Take a look at this.” The guy goes and takes it and does whatever he does with it. But in service-related industries, it’s more difficult.

I deal with an insurance company right now that’s having a lot of trouble because they failed to recognize that people in corporations already have insurance. They don’t know how to paint that picture of what makes their insurance services superior. You have to be able to define the difference between your service and somebody else’s service because, quite frankly, other people are offering the same thing.

 

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to CloseHow To Do Service Sales

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: How To Do Service Sales


16
Aug 14

3 Ways on How To Differentiate Yourself as A Sales Person Podcast By Steve Schiffman

Why Salespeople Need To Follow Up By Steve Schiffman

3 Ways On How To Differentiate Yourself as A Salesperson

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3 Ways On How To Differentiate Yourself as A Salesperson Transcript:

CHRIS HAMILTON:

I think a lot of people have a tough time figuring out what the key differences are between themselves and their competitors.

STEVE SCHIFFMAN:

Yes …

CHRIS HAMILTON:

What would you recommend to somebody? How should they determine what those differences are?

STEVE SCHIFFMAN:

Most salespeople don’t know how to do that. They don’t know how to separate themselves out. There are three things I tell them they have to do.

First, they have to have insight into the customer or the prospect. They have to understand what that customer is looking for or thinking about.

Second, they have to be innovative in their approach. That means they really do have to separate themselves from everyone else. Now, I don’t mean they should wear a funny, green hat. But are you coming across differently than the other guy — the competition — or are you just doing the same thing he’s doing?

The last is the most important. Salespeople today need to be bold. That’s B-O-L-D. They need to be firm. They need to make a commitment. And they need to be able to say at the end, “This is why it works and this is why it works better.” They’re afraid to say that. They’re afraid to say, “I’ve got something that really is better than what you’re using now.”

The reason they’re afraid to say that is because we’ve been taught never to knock the competition. The reality is you are better — or you shouldn’t be in the business.

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: How To Differentiate Yourself as A Salesperson


15
Aug 14

3 Ways On How To Differentiate Yourself as A Salesperson By Steve Schiffman

Why Salespeople Need To Follow Up By Steve Schiffman

3 Ways On How To Differentiate Yourself as A Salesperson

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specially about How To Differentiate Yourself as A Salesperson.

 

3 Ways On How To Differentiate Yourself as A Salesperson Transcript:

CHRIS HAMILTON:

I think a lot of people have a tough time figuring out what the key differences are between themselves and their competitors.

STEVE SCHIFFMAN:

Yes …

CHRIS HAMILTON:

What would you recommend to somebody? How should they determine what those differences are?

STEVE SCHIFFMAN:

Most salespeople don’t know how to do that. They don’t know how to separate themselves out. There are three things I tell them they have to do.

First, they have to have insight into the customer or the prospect. They have to understand what that customer is looking for or thinking about.

Second, they have to be innovative in their approach. That means they really do have to separate themselves from everyone else. Now, I don’t mean they should wear a funny, green hat. But are you coming across differently than the other guy — the competition — or are you just doing the same thing he’s doing?

The last is the most important. Salespeople today need to be bold. That’s B-O-L-D. They need to be firm. They need to make a commitment. And they need to be able to say at the end, “This is why it works and this is why it works better.” They’re afraid to say that. They’re afraid to say, “I’ve got something that really is better than what you’re using now.”

The reason they’re afraid to say that is because we’ve been taught never to knock the competition. The reality is you are better — or you shouldn’t be in the business.

I hope you enjoyed this and if you have any comments on 3 Ways On How To Differentiate Yourself as A Salesperson please leave them below.

Chris Hamilton

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: How To Differentiate Yourself as A Salesperson


14
Aug 14

The Concept of a Seamless Commodity Podcast by Steve Schiffman

The Concept of a Seamless Commodity by Steve Schiffman

The Concept of a Seamless Commodity Podcast

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The Concept of a Seamless Commodity Transcript:

CHRIS HAMILTON:

If someone is selling products and moves into selling services, there’s got to be some sort of crossover they can leverage. What’s one or two key points you can share about shifting from selling products to selling services?

STEVE SCHIFFMAN:

What it comes down to is how it benefits the person who’s buying it. Let’s use a printing press, just because it’s big and it’s noisy. A printing press — a person can go and look at it, kick it, try it and see how it performs. But ultimately — and I’m going to give you a new phrase now — that printing press or the service you’re providing (two different businesses) are a seamless commodity.

Let me explain this. I assume you have shoes on, right now. I’m going to assume that.

CHRIS HAMILTON:

Actually, Steve, I don’t.

STEVE SCHIFFMAN:

Yes, I know — I’ve got to be careful — but normally you have shoes on. When you put your shoes on, you don’t think about it once you have them on. You may pick out a pair of shoes, but once they’re on, they’re on. So, it becomes seamless. It’s not something you’re thinking about.

The ideal situation is the service you’re selling is a seamless commodity. In other words, you don’t want people to think about it every day — to wake up and say, “Gee, where’s my phone? Where’s this? I’m going to change this.” You want it to be seamless — to run smoothly so people don’t have to think about it.

The product — you can always see if that process is happening. At the same time, you don’t want to have that happen with the services that you’re selling where it becomes an issue for them. What you’re trying to do is sell something that’s smooth. Something that’s seamless. Something that someone doesn’t have to think about.

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to CloseSeamless Commodity

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: The Concept of a Seamless Commodity

 


13
Aug 14

The Concept of a Seamless Commodity by Steve Schiffman

The Concept of a Seamless Commodity by Steve Schiffman

The Concept of a Seamless Commodity

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specially about the concept of a seamless commodity in sales.

 

The Concept of a Seamless Commodity Transcript:

CHRIS HAMILTON:

If someone is selling products and moves into selling services, there’s got to be some sort of crossover they can leverage. What’s one or two key points you can share about shifting from selling products to selling services?

STEVE SCHIFFMAN:

What it comes down to is how it benefits the person who’s buying it. Let’s use a printing press, just because it’s big and it’s noisy. A printing press — a person can go and look at it, kick it, try it and see how it performs. But ultimately — and I’m going to give you a new phrase now — that printing press or the service you’re providing (two different businesses) are a seamless commodity.

Let me explain this. I assume you have shoes on, right now. I’m going to assume that.

CHRIS HAMILTON:

Actually, Steve, I don’t.

STEVE SCHIFFMAN:

Yes, I know — I’ve got to be careful — but normally you have shoes on. When you put your shoes on, you don’t think about it once you have them on. You may pick out a pair of shoes, but once they’re on, they’re on. So, it becomes seamless. It’s not something you’re thinking about.

The ideal situation is the service you’re selling is a seamless commodity. In other words, you don’t want people to think about it every day — to wake up and say, “Gee, where’s my phone? Where’s this? I’m going to change this.” You want it to be seamless — to run smoothly so people don’t have to think about it.

The product — you can always see if that process is happening. At the same time, you don’t want to have that happen with the services that you’re selling where it becomes an issue for them. What you’re trying to do is sell something that’s smooth. Something that’s seamless. Something that someone doesn’t have to think about.

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: The Concept of a Seamless Commodity


10
Aug 14

Why Creating a Personal Brand For Salespeople Is Important Podcast By Steve Schiffman

Why Creating a Personal Brand For Salespeople Is Important Podcast

Why Creating a Personal Brand For Salespeople Is Important Podcast

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Why Creating a Personal Brand For Salespeople Is Important Transcription:

CHRIS HAMILTON:

Every salesperson should be creating a personal brand …

STEVE SCHIFFMAN:

Yes

CHRIS HAMILTON:

… around themselves. It’s a massive differentiator.

STEVE SCHIFFMAN:

Right.

CHRIS HAMILTON:

I am creating a personal brand and I do it by interviewing first-rate authors like yourself. It helps me build credibility. First of all, why would someone want to build a personal brand and secondly, how do they go about it?

STEVE SCHIFFMAN:

It goes with what I said before — innovation. You have to separate yourself from your competition. If I choose ten salespeople selling the same service — they will look the same, they will act the same, they will ask the same questions and they will answer the same questions the same way.

You have to be different. You have to find something within yourself that separates you out. I don’t care what that is. It could be in the way you dress. It could be in the way you stand. It could be in the way you speak. In the way your present something. But you have to do something different that’s going to make you stand out.

If you’re like everybody else, you’re like everybody else and no one’s going to remember you. No one will remember. You’ve got to find a way in which you can get people to listen to you and down the road think, “Gee, I remember that.”

I wouldn’t go as far as this — but I actually like the concept. Ask your prospect if you can use your cell phone to take a photograph of them, explaining that you want to be sure you can remember them. Now, that may sound ridiculous, but it separates you out.

I remember a guy years ago from GBC, a stationery company. At the end of the sales call and after you bought something, he would give you a hug. Now, this guy was an animal. I mean, he was as big as he could be. But in giving you that hug, he just got you there. You couldn’t forget him. You could never forget this guy. Now, that may sound a bit extreme — but how extreme is it, really?

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to CloseCreating a Personal Brand For Salespeople

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: Why Creating a Personal Brand For Salespeople Is Important


09
Aug 14

Why Salespeople Need To Follow Up Podcast By Steve Schiffman

Why Salespeople Need To Follow Up Podcast By Steve Schiffman

Why Salespeople Need To Follow Up Podcast By Steve Schiffman

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Why Salespeople Need To Follow Up Transcription:

STEVE SCHIFFMAN:

Here’s an example. I bought a car a couple of months ago from a family-owned dealer. We treat you like family.

CHRIS HAMILTON:

Yes …

STEVE SCHIFFMAN:

I go there. I buy the car. I haven’t heard from them in six months.

And even though they say they treat you like family — I don’t want to belong to that family anymore. I’ve decided that’s not my family.

CHRIS HAMILTON:

You’ve hit the nail on the head on a lot of this stuff. What is that extra mile you take? You just mentioned thank you cards. I still remember the last time I got a thank you card and I’ll mention it. It was from Glenmore Audi here in Calgary. It was when I leased my car six years ago.

I subsequently got another car from them but I never got a thank you card. I felt kind of gypped and I felt pretty bad — although I have to give them kudos. They actually sent me a gift afterwards. They actually did something nice, so I’m not going to hold it against them. But I seriously cannot remember the last time I got a thank you card.

Now the flip side is I write a thank you note to every new person I meet — every single sale I get or just to people I’ve met out of the blue. Dave Kerpen — he’s in your neck of the woods. I don’t know if you know Dave or not. He’s a McGraw-Hill author, as well.

Dave did a study. I can’t remember the exact stats. He had a client, Donor.org. They had two separate groups — one thousand people who received thank you cards and one thousand people who didn’t. They went back six months later, and the group that got the personalized thank you card not only donated more frequently, but they actually donated more money. It was an astronomical amount — like forty percent of them actually donated more. Thank you cards work. It’s one of those special things.

STEVE SCHIFFMAN:

Well, salespeople will tell you that they do it — but they don’t. I can tell you that 90% of salespeople hang up the phone when somebody tells them they’re not interested. They’ll tell you they don’t do that — but that’s exactly what they do. It’s the same thing with the note or the follow-up email thanking someone. They don’t do it — so how can they expect to separate themselves from everybody else?

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: Why Salespeople Need To Follow Up


06
Aug 14

Why Salespeople Have To Be The Experts On Their Offer By Steve Schiffman

Why Salespeople Have To Be The Experts On Their Offer By Steve Schiffman

Why Salespeople Have To Be The Experts On Their Offer

I recently had the opportunity to interview Steve Schiffman for the third time.  Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.

In this interview, Steve talked to me about his book Secrets of Selling Services and specifically on Why Salespeople Have To Be The Experts On Their Offer.

 

Why Salespeople Have To Be The Experts On Their Offer Transcript:

STEVE SCHIFFMAN:

Salespeople are experts. They’re supposed to be experts about their product. About their service. They have to be able to explain it well. Understand it. Understand all the ramifications. That’s why you have a salesperson.

And if all the salesperson is doing is carrying numbers with them — we can get that on the Internet. I can order on the Internet. And the issue is that people do do that. Then they get the wrong product and they wonder what happened. Or they’re not buying the right service and wonder what happened.

It’s because there’s so much out there. There’s so many people that are doing the same thing. You have to learn to compete with that.

CHRIS HAMILTON:

Absolutely.

You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close

Or clicking on the image below.

Why Salespeople Need To Follow Up By Steve Schiffman

You can connect with Steve at his website www.steveschiffman.com

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Keyword: Experts On Their Offer


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