Wednesday, June 26, 2013

Selling service

The consumer is interested in solutions to their problems, not hearing about yours. When presenting your service to a prospect, have answers ready for the normal objections that people will use as bargaining chips in negotiating a price.

Always remember that the consumer buys for their own reasons, not to help you. Explore the possibilities of why they should buy from you and hit their "hot button." Listen to them and they will usually tell you early in the conversation what that hot button may be.

When quoting a commercial job, offer alternatives in the maintenance plan. Don't even suggest that it is chiseled in stone and inflexible. Offer to increase or decrease frequency as the situation dictates. Most of all. . . don't forget to ask for the order!

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