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Learn
how to grow your commercial service department by
identifying key markets, developing prospecting strategies,
and utilizing a thorough sales process. This Commercial Service Agreement Sales course will teach you how
to track your progress, in detail, for new business
development. We will introduce you to the term
"Business
Acumen" and strategies that
encourage long-term relationships combined with
“competition-reducing” approaches for success in commercial
service agreement
sales.
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Business
Acumen — What Is
It?
Business
acumen is an
understanding of
what it takes for
a company to make
money. It involves
financial
literacy, which is
an ability to
interpret the
numbers on
financial
statements, as
well as an
understanding of
the business
strategies that
impact these
numbers. Higher
level of
involvement,
ability to think
strategically and
the capability to
position your
company’s
products and
services within
your customers’
business context
are just a few of
the positive
outcomes of
business acumen.
Consider
this example: In
football, it’s
necessary for
players to know
how the game is
scored as well as
how to play the
game to change the
score. In
business,
financial literacy
is understanding
the “score.” Business
acumen is knowing
how to impact the
score. With
increased business
acumen, your
people know how to
use their
financial and
strategic
understanding to
impact your
company’s bottom
line.
Source:
Ray Green -
Paradigm Learning
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Winning
Sales Through
Business Acumen,
Volume I of III |
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Long term relationships are
built on "trust" and depend on whether or not
you have a servant attitude. Sure,
customers want you to have technical competence. Of
course they want you to master your field. But what else
is vital to a strong customer relationship? Trust. More
and more in this fast-changing marketplace, knowing how
to become your client’s trusted advisor is essential
to client loyalty.
The more your clients trust
you, the more they’ll seek your advice, include you on
more strategic or complicated matters and respect you.
The more they’ll give you coveted referrals, forgive
your mistakes, feel comfortable and make you
comfortable. The more they’ll believe in your
judgment, pay your bills without questioning and provide
the kind of info needed for you to help them and provide
quality service.
So, do you have your own
trusted advisor? Do you turn to a particular person for
advice about career, business and even personal matters?
Consider the characteristics you’d want to find in a
trusted advisor: someone who apparently understands and
likes you, whom you can depend on, who helps you think
things through, who stays calm, who corrects you gently,
who can be counted on to speak truthfully. Someone who
can diffuse your tension in a difficult situation, who
has values you trust, who remembers all that you say,
who challenges your assumptions and helps you find your
false assumptions. Someone who helps you look at things
from a fresh viewpoint, who helps you distinguish your
emotion from your logic, who outlines options and allows
you to choose, who always keeps your interests in mind,
and who makes you feel comfortable.
Finally, wouldn’t your
clients look for the same traits as you would? Here’s
the bottom line: pass tests on the list if you want to
be your customers’ trusted advisor. Which
characteristics do your clients believe you demonstrate?
How do you hone your skills? Remember: you can learn how
to earn trust. Along the way to becoming a full-fledged
trusted advisor, you’ll quickly reap hefty benefits
as you start to earn trust.
Learn
the Traits of a High Achiever Salesperson.
-
Understand
what core and skill
specific
competencies
constitute a high
achiever
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Understand
the importance of
knowledge of your
markets,
products/services,
competitors and the
sales skills to
successfully
position yourself
with your customers.
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Understand
how to self assess
your sales skills to
identify areas for
skill development.
Honesty
and integrity are "core competencies" -
behaviors required across all job function types.
Consultive
selling is a "skill specific competency" -
behavior that is required to be successful in the sales
job function.
This
program demonstrates a step-by-step system that gives
contractors the tools and support documents they need to
grow commercial service business.
This
program also provides the necessary processes, procedures, and tools to
build a foundation of commercial service by:
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Targeting key market segments
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Working with high level decision makers
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Gaining long term customer relationships
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Yielding higher margins for
your service work
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Creating residual income
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Generating advance billing for service agreements
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Gaining “first look” opportunities to negotiate repair,
retrofit and add-on, replacement work.
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Leveraging high value equipment
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Eliminating initial price concerns
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Introducing value propositions
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Encouraging survey, estimating, delivery and forecasting
strategies for preventive maintenance
Topics covered:
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Introduction to Conceptual Selling
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Service Agreement Marketing Approach
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Service Agreement Sales Process Overview
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Planning & Prospecting Strategies
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Setting Appointments & First Structured Meetings
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Qualifying, Surveying,
Estimating
&
Operating
Cost Analysis
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Confirming Information & Financials
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Proposal Generating and
Presenting
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Closing, Gaining Agreement & Performance Review
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Delivery & Activity Management
(Implementation)
Some
"On-the-Job
Activities that you will
want to take home with
you:
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Ask
the customer how
he/she would like to
receive information.
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Constantly
explore customers
thinking.
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Assess
what technical or
business resources
will be required in
a particular
account.
-
Understand
how your customer
makes decisions.
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Demonstrate
an understanding of
how your customers
create value for their
customers.
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Keep
a list of top ten
business trends in
your customers
industry.
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Create
reasons for keeping
in front of your
customers.
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Conduct
an account analysis
before pursuing
sales opportunities
to identify if
it’s real,
winnable, and worth
your efforts.
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Continually
re-qualify prospect
throughout the sales
process.
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Develop
relationships with
customers through
informal settings
such as trade shows,
social events,
outings, lunch, etc.
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