By: Jim Alexander, Founder – Alexander Consulting
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. The presenter’s research backs this up—only 17% of senior executives surveyed felt that the right services were being sold to the right people in the right way!
The key to services selling success is getting everyone who touches the customer committed, comfortable, and confident in their selling role.
About the Speaker
Dr. Alexander is the founder of Alexander Consulting (a Service Strategies partner), a management consultancy that helps product companies create and implement services strategies.
Jim has authored or co-authored over 80 articles, three white papers, five research reports, and two books. He has taught at universities in the U.S., Europe, and Mexico and given speeches and workshops in 15 countries.
Jim served as the U.S. Department of Commerce’s e-business subject-matter expert for the four-year duration of the Inter-American E-Business Fellowship Program. In addition, he was selected as the services pundit for IBM Global Services 2003 Headlights Program.
Jim has acted as a trusted advisor and executive coach to more than 50 senior services executives, helping them navigate the journey from business-as-usual to business-as-exceptional.
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