The Concept of a Seamless Commodity Podcast
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The Concept of a Seamless Commodity Transcript:
CHRIS HAMILTON:
If someone is selling products and moves into selling services, there’s got to be some sort of crossover they can leverage. What’s one or two key points you can share about shifting from selling products to selling services?
STEVE SCHIFFMAN:
What it comes down to is how it benefits the person who’s buying it. Let’s use a printing press, just because it’s big and it’s noisy. A printing press — a person can go and look at it, kick it, try it and see how it performs. But ultimately — and I’m going to give you a new phrase now — that printing press or the service you’re providing (two different businesses) are a seamless commodity.
Let me explain this. I assume you have shoes on, right now. I’m going to assume that.
CHRIS HAMILTON:
Actually, Steve, I don’t.
STEVE SCHIFFMAN:
Yes, I know — I’ve got to be careful — but normally you have shoes on. When you put your shoes on, you don’t think about it once you have them on. You may pick out a pair of shoes, but once they’re on, they’re on. So, it becomes seamless. It’s not something you’re thinking about.
The ideal situation is the service you’re selling is a seamless commodity. In other words, you don’t want people to think about it every day — to wake up and say, “Gee, where’s my phone? Where’s this? I’m going to change this.” You want it to be seamless — to run smoothly so people don’t have to think about it.
The product — you can always see if that process is happening. At the same time, you don’t want to have that happen with the services that you’re selling where it becomes an issue for them. What you’re trying to do is sell something that’s smooth. Something that’s seamless. Something that someone doesn’t have to think about.
You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close
Or clicking on the image below.
You can connect with Steve at his website www.steveschiffman.com
