how to sell professional services and solutions
TRANSCRIPT
AALLLLEN AUSSTTIINNEN AU
1
How to Sell Professional Services amp SolutionsTools and Techniques for Top Performers
Presented December 18 2014
by
Mark Hordes Senior PartnerALLEN AUSTIN
Houston Texas USA
ALLEN AUSTIN
Today I Will Focus on
How Services are Different than Product Selling
How to Shift from Manipulation to Services Selling
How Customer Buy Services and Solutions
How to Utilize 10 Commandments for Selling Services toCreate the Right Foundation to Succeed
EN AUALLEN AUSTIN
(Source S-Business Reinventing the Services Organization Hordes and Alexander Select Books New York NewYork)
CONNECTORS bull IN bull THE bull GLOBAL bull LEADERSHIP bull COMMUNITY
Whatrsquos ldquoo DiffereŶt Aďout ldquoerǀ iĐes
Dimension Products Services
Production Built Performed
Production Goal Uniformity Uniqueness
Scalability Capital Intensive People Intensive
Preferred Channel Low Touch High Touch
Customer Involvement Rarely Usually
Quality Control Output to Spec Expectations to
Experience
Poor Quality
Procedure
Recall Apologize amp Atone
Morale amp Skill Level Important Vital
ALLEN AUSTIN
How to Sell Services and Solutions
Two Day Training Workshop Sample Content
bull Selling the Invisible Products vs Services
bull The Services and Solutions Selling Challenges
bull The 10 Commandments for Selling Services and
Solutions
bull The Services and Solutions Buying Process
bull The Services and Solutions Business Development
Process
bull Targeting High Potential Services and Solutions
Prospectsl
CLICK ON LINK BELOW TO DOWNLOAD FULL PRESENTATION
httpcommunitymileorgindexphpdownloadsfile227-how-to-sell-professional-services-and-solutions
ALLEN AUSTIN
Today I Will Focus on
How Services are Different than Product Selling
How to Shift from Manipulation to Services Selling
How Customer Buy Services and Solutions
How to Utilize 10 Commandments for Selling Services toCreate the Right Foundation to Succeed
EN AUALLEN AUSTIN
(Source S-Business Reinventing the Services Organization Hordes and Alexander Select Books New York NewYork)
CONNECTORS bull IN bull THE bull GLOBAL bull LEADERSHIP bull COMMUNITY
Whatrsquos ldquoo DiffereŶt Aďout ldquoerǀ iĐes
Dimension Products Services
Production Built Performed
Production Goal Uniformity Uniqueness
Scalability Capital Intensive People Intensive
Preferred Channel Low Touch High Touch
Customer Involvement Rarely Usually
Quality Control Output to Spec Expectations to
Experience
Poor Quality
Procedure
Recall Apologize amp Atone
Morale amp Skill Level Important Vital
ALLEN AUSTIN
How to Sell Services and Solutions
Two Day Training Workshop Sample Content
bull Selling the Invisible Products vs Services
bull The Services and Solutions Selling Challenges
bull The 10 Commandments for Selling Services and
Solutions
bull The Services and Solutions Buying Process
bull The Services and Solutions Business Development
Process
bull Targeting High Potential Services and Solutions
Prospectsl
CLICK ON LINK BELOW TO DOWNLOAD FULL PRESENTATION
httpcommunitymileorgindexphpdownloadsfile227-how-to-sell-professional-services-and-solutions
EN AUALLEN AUSTIN
(Source S-Business Reinventing the Services Organization Hordes and Alexander Select Books New York NewYork)
CONNECTORS bull IN bull THE bull GLOBAL bull LEADERSHIP bull COMMUNITY
Whatrsquos ldquoo DiffereŶt Aďout ldquoerǀ iĐes
Dimension Products Services
Production Built Performed
Production Goal Uniformity Uniqueness
Scalability Capital Intensive People Intensive
Preferred Channel Low Touch High Touch
Customer Involvement Rarely Usually
Quality Control Output to Spec Expectations to
Experience
Poor Quality
Procedure
Recall Apologize amp Atone
Morale amp Skill Level Important Vital
ALLEN AUSTIN
How to Sell Services and Solutions
Two Day Training Workshop Sample Content
bull Selling the Invisible Products vs Services
bull The Services and Solutions Selling Challenges
bull The 10 Commandments for Selling Services and
Solutions
bull The Services and Solutions Buying Process
bull The Services and Solutions Business Development
Process
bull Targeting High Potential Services and Solutions
Prospectsl
CLICK ON LINK BELOW TO DOWNLOAD FULL PRESENTATION
httpcommunitymileorgindexphpdownloadsfile227-how-to-sell-professional-services-and-solutions
ALLEN AUSTIN
How to Sell Services and Solutions
Two Day Training Workshop Sample Content
bull Selling the Invisible Products vs Services
bull The Services and Solutions Selling Challenges
bull The 10 Commandments for Selling Services and
Solutions
bull The Services and Solutions Buying Process
bull The Services and Solutions Business Development
Process
bull Targeting High Potential Services and Solutions
Prospectsl
CLICK ON LINK BELOW TO DOWNLOAD FULL PRESENTATION
httpcommunitymileorgindexphpdownloadsfile227-how-to-sell-professional-services-and-solutions
CLICK ON LINK BELOW TO DOWNLOAD FULL PRESENTATION
httpcommunitymileorgindexphpdownloadsfile227-how-to-sell-professional-services-and-solutions