Create a Service-Savvy Sales Force
To be successful in selling services, managers must be prepared to undergo a significant change in their sales strategy. Sales cycles for services are usually much longer than those for products, and the sales process is often more intricate and strategic, requiring decisions to be made up high in the customer’s organization. The best way to maximise profits and win over customers is by adapting to these new challenges, and by training their sales force accordingly.
Partner with your client to create a successful business relationship
It is disappointing that businesses still operate under the belief that they have to “sell a customer.” The 21st century is about partnerships, not selling. By partnering with a client, everyone benefits. Mutual growth, success, and stability can be achieved, but only by throwing out the old play book and turning to Client Services. This isn’t a call to turn off the lights on your sales team; this is a call to show them the light.
Why you need to create a service-focused company
Customers are increasingly looking to outsource the management of their assets to the original equipment provider or third party service providers. This is particularly true in today’s digital and Industry 4.0 landscape, where new opportunities to offer more services and establish outcome-based business models (e.g. pay for performance, availability) are creating lucrative opportunities for companies.
