Many successful service providers have found that a focus on sales, service design and development, finance, service delivery and quality assurance is fundamental. Spend a day thinking about each of these aspects and how you can improve your service business. Here are some comments to help jump-start your thinking.
Services sales reps need different skills from product sales reps, and the ability to quickly segment prospects according to their likelihood to buy is foremost. Using a 2 X 2 matrix to map prospects into four quadrants according to "Propensity to Pay For Services" versus "Value Perception." (Please click on Complete Document below to view graphics).
With a few simple, direct questions, a prospect's service buying history can be ...