Like Chocolate amp Peanut Butter Or Beer amp Pizza Service is Really an Extension of Sales Ears on the street Trusted Can create a closer relationship May be able to find more needs than Sales ID: 788697
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Slide1
HTG PEER GROUPS
HTG Service & Sales: Like Chocolate & Peanut Butter (Or Beer & Pizza)
Slide2Service is Really an Extension of Sales
Ears on the street“Trusted”Can create a closer relationshipMay be able to find more needs than Sales
Slide3Service & Sales are a Winning Team!
Shouldn’t feel like being on different teams.Both trying to do the right thing for the client and the company.Service can find out information and Sales can come in and present the findings to the client.Sales can answer questions while Service satisfies the client.I always took the heat if there were problems and let my Service team act like they walked on water (because they did )!Should make time weekly to talk – over lunch.If possible – set up a SPIFF process for Service.
Slide43 Things to do When Talking to a Client
Use the ALL approach:
L
isten
L
ook
Ask
Slide53 Things to do When Talking to a Client
Use the ALL approach:ListenLook
Ask
How are things going?
What can I help you with?
Are there any big changes coming to your company?
Do you know of anyone else that is needed technical help (yes you can ask for referrals also).
Slide63 Things to do When Talking to a Client
Use the ALL approach:ListenLook
Look
What are the currently using. Is it all current versions?
Are there issues you can see when working with them that they aren’t addressing?
Do things look right – trust your gut!
Slide73 Things to do When Talking to a Client
Use the ALL approach:ListenLook
Listen
Pay attention to not only what they say, but what they don’t say (are the avoiding talking about something).
Can they easily answer your questions, or is there a lot of confusion happening.
Slide8Service & Sales Stories
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Slide9Q
&A