Selling The Intangible

Selling a service is far more difficult than selling a product. You don't have a product that you can demonstrate or show... So, the only things you can sell are yourself, your company, and the service that the customer cannot see.

Whether your main source of business is a specific service, such as a consultant or software developer, or you sell service agreements to accompany your product; you need to attend Selling The Intangible.

Today, more than ever, companies are selling services and solutions that prospects have to pay for without knowing the final result or return on investment.

Decision makers now have less time and patience to see sales people selling what many of them think is a discretionary purchase which may be delayed.

Even if you gain an appointment, you are often up against an entrenched supplier who has gained the customer's trust. If you do gain the sale, it may be at lower price or certainly better terms and conditions for the customer - all of which may not translate into a profitable sale for you...

What you will learn in this seminar . . .

What is Needed to Be Successful
How do you gain the appointment with a busy and already hassled decision maker? You must have a unique and positively different way to accomplish that... So, would you like to have a method of gaining the appointment 70% of the time? At the seminar, it will be presented to you and then forwarded so that you have a comfortable approach for overcoming the most difficult step in selling!

OK, you now are in front of the decision maker... What do you say about your services? What benefits will the customer gain? How do you sell yourself? How can you anticipate their questions? You will now be able to successfully accomplish all of the above in the first 5 minutes of your sales call while avoiding the pain and frustration of a failure!

Problems and Challenges
Selling a service is far more difficult than selling a product. You don't have a product that you can demonstrate or show... So, the only things you can sell are yourself, your company, and the service that the customer cannot see!

And if that were not enough, very often the customer may think that they can get by without your "service".

Having a confidence building 7 step "bullet proof" selling method of overcoming these problems will comfortably serve you the rest of your sales career!

Solutions
From now on, all of your selling presentations will be fun, memorable, believable, and result in a sale or moving forward the majority of the time. You will be presented with a detailed 4 step template to customizing all of your presentations so that you and your customer can both win now and for future sales!

Harry Alexander is the Senior Vice President, Sales, with Townson & Alexander, a sales and management consulting firm providing unique and exciting solutions which explode sales and profits.Some of the Fortune 500 companies he has worked with are:

• Mercedes Benz who increased revenues by $420 million over 4 consecutive years,
• John Deere who achieved 200% stock growth in only 2 years
• Macy*s who increased revenues by 62% in only 30 days.

Founded in 1984, we are Sales Management Consultants with over 350 years of cumulative management experience who actually provide you with what you want - to make more money! All our consultants have national management and executive sales backgrounds and have "been there", successfully driving sales and profits, overcoming the challenges of competition, falling margins, and flat sales.

We provide customized Sales Education and self Motivational Programs. A Sales Activity Tracking Program is also provided that puts real time information in your hands, allowing you and your salesforce to close more business faster. Finally, a modernized and self funding Incentive Compensation Program is built to maximize both your revenues and profits.

• $65/cd
• $65/immediate download

Selling The Intangible
Audio CD
$65/cd