{"id":26123,"date":"2015-04-09T00:00:00","date_gmt":"2015-04-09T00:00:00","guid":{"rendered":"https:\/\/buildingreports.flywheelsites.com\/blog\/2015\/04\/09\/service-sales-blog\/"},"modified":"2015-04-09T00:00:00","modified_gmt":"2015-04-09T00:00:00","slug":"service-sales-blog","status":"publish","type":"blog_post","link":"https:\/\/www2.buildingreports.com\/blog\/2015\/04\/09\/service-sales-blog\/","title":{"rendered":"Is your sales team effectively selling services, or just selling the company short?"},"content":{"rendered":"<h3><i style=\"background-color: initial;\"><br \/>\n<\/i><\/h3>\n<h3><i style=\"background-color: initial;\">&#8220;A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.&#8221;  &#8211; <\/i><span style=\"background-color: initial;\">Henry Ford<\/span><\/h3>\n<p>\n      Selling a product is a far different prospect than selling a service. Generally, buyers will know the fundamentals of what your product is, how it works and maybe even why they need it.\n<\/p>\n<p>\n      Services on the other hand can be a far more nebulous value proposition to try and define for a prospective customer. You can&#8217;t hold it in your hand, and understanding how to differentiate the value of one service over another can ultimately come down to preconceptions and hinge upon 3rd party references.\n<\/p>\n<p>\n      To win in today&#8217;s competitive marketplace, service companies must begin to think differently about how they go to market, position their service offering and solve for their customers&#8217; challenges.\n<\/p>\n<hr id=\"horizontalrule\"\/>\n<p>\n<span style=\"background-color: initial;\">&#8220;<\/span><span style=\"background-color: initial;\">Most companies utilize the same resources to train both service sales and product sales personnel,&#8221; says <\/span><span style=\"background-color: initial;\">Siderowicz. &#8220;The <\/span><span style=\"background-color: initial;\">information presented is typically generic in nature, falling short of what\u2019s needed. People selling products are trained to sell features, functions and benefits. Service sales people need to be trained to sell value and master abstract selling concepts.&#8221;<\/span>\n<\/p>\n<p>\n<span style=\"background-color: initial;\">Sales veteran Eric Hicks adds BuildingReports can be a real differentiator for fire and life safety service companies, but it&#8217;s critical to focus on solving for their challenges &#8211; not a list of benefits and menu of services provided. <\/span>\n<\/p>\n<p>\n<span style=\"background-color: initial;\">&#8220;To be effective, our members must embrace how technology solves problems, &#8221; says Hicks. &#8220;At the end of the day, corporate audit compliance and liability are what keeps facility management up at night. Our most successful BuildingReports service members know how to communicate and demonstrate that they understand and can solve for these challenges.&#8221;<\/span>\n<\/p>\n<hr\/>\n<p>\n<em><strong><em>About AfterMarket Consulting: <\/em><\/strong> <\/em><span style=\"background-color: initial;\"><em>The AfterMarket Consulting Group was founded by Joe Siderowicz in 2002.  Joe has spent over twenty-five years in the service industry. During his career Joe has been responsible for identifying and building market leading, highly profitable service organizations for companies large and small. <\/em><\/span><span style=\"background-color: initial;\"><\/span><a href=\"http:\/\/www.aftermarketconsulting.com\/index.shtml\"><em>www.aftermarketconsulting.com<\/em><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.&#8221; &#8211; Henry Ford Selling a product is a far different prospect than selling a service. Generally, buyers will know the fundamentals of what your product is, how it works and maybe even why they need it. Services [&hellip;]<\/p>\n","protected":false},"author":15,"featured_media":0,"comment_status":"open","ping_status":"open","template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14],"tags":[94,75,96,95,76],"class_list":["post-26123","blog_post","type-blog_post","status-publish","format-standard","hentry","category-industry-perspective","tag-buildingreports-university","tag-inspectors-boot-camp","tag-sales","tag-strategy","tag-training"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Is your sales team effectively selling services, or just selling the company short?<\/title>\n<meta name=\"description\" content=\"BuildingReports provides online and mobile safety inspection reporting technology for commercial facilities. 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