Can
your sales reps
sell the invisible?
Do
your reps know how to build
fast, trust-based relationships?
Would
you like to increase your revenues
and gross profit?
Selling services is different
from selling products—way
different. Different knowledge,
different skills, and a different
mindset are required to successfully
demonstrate the value of intangibles
and sell the invisible. This
Webinar will take the mystery
out of selling professional
services and solutions and show
how to develop lasting business
relationships that deliver high
value to your clients and profitable
revenue to your organization.
Services executives, managers,
marketing and sales executives,
product sellers, services sellers—anyone
who needs to understand how
to sell more profitable professional
services and solutions faster
and easier.
Participants will learn
successful principles and practices
for selling professional services
and solutions:
- How to sell intangibles
when the world sees only tangibles.
- How to make the transition
from "free to fee"
for services.
- How to utilize the 10 Commandments
for Selling Professional Services.
- How to stop discounting
services.
- How to motivate product
sellers to sell services.
- How to sell value-based
services.
- How to build services sales
capabilities through effective
interactional training.
- Fundamentals of trust-based
services and solutions selling.
Dr. James Alexander, a partner
with Alexander Consulting, is
a services thought leader and
the premier researcher, writer,
and speaker on the topic of
professional services strategy.
He has authored or co-authored
dozens of articles, white papers,
research reports, and books.
Jim has taught at major universities
in the U.S., Europe and Mexico,
and was selected as the "Services
Pundit" for IBM Global
Services 2003 Headlights Program.
In addition, he was the U.S.
Department of Commerce's e-business
subject-matter expert of their
Latin American e-business Fellowship
Program from 2001 through 2004.
Jim is a renowned expert on identifying
critical service trends and issue,
defining benchmarks and best practices
and clearly articulating this
information to the business world.
He is a trusted advisor and executive
coach to many senior executives
of leading services organizations,
helping them navigate the journey
from business-as-usual to business-as-exceptional--high-performance,
professional services businesses.
Please contact: James
Alexander alex@alexanderstrategists.com
239-283-7400
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