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.
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How To Do Service Sales Transcript:
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?
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 Close
Or clicking on the image below.
You can connect with Steve at his website www.steveschiffman.com