Why Selling Services is Tough By Steve Schiffman
I recently had the opportunity to interview Steve Schiffman for the third time. Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.
In this interview, Steve talked to me about his book Secrets of Selling Services and specially about Why Selling Services is Tough.
Why Selling Services is Tough Transcript:
CHRIS HAMILTON:
Why do people have such a tough time selling intangible items?
STEVE SCHIFFMAN:
Just because of that. The interesting thing is they’re so used to showing something. Taking something to a sales meeting and saying, “Here’s what it looks like and this is what it feels like.” They don’t know what to do when it’s a service even though the service is the product. They have difficulty explaining that.
Part of that is they don’t get enough information from the prospect to see if it really applies. It’s like they’re trying to throw something at them, but they don’t know what it is that the person wants or needs in the first place.
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
