What You'll Find in This Book

• Why selling services helps sell more products.
• Why everyone needs to sells services.
• How to tap the power of your hidden sales force within.
• How to determine if selling services is appropriate for your organization.
• Which of the three selling services strategies is right for you.
• The common barriers to seriously selling services and the common steps taken to address these barriers that never work.
• Five mandatory “got to do it” actions required to turn box pushers into sellers of the invisible.
• Four free-to-fee strategies that never work.
• How to transition from free to fee and not irritate customers or drive the sales force crazy.
• What executives must say and do, and do again, to make the transition to selling services.
• How to grasp the challenge of the channel to implement proven strategies.
• Ten steps to building a portfolio of services that customer want and will pay for.
• Five stages of leading services in a product company required both for organizational effectiveness and personal sanity.
• The misconception that selling services lowers overall profit margins.