Teach Solving NOT Selling
We just launched our latest course, Solving NOT Selling, in Dave’s Charm School.
This 14-lesson course is designed for service technicians who are uncomfortable discussing unexpected problems that cost a Client additional money.
However, everyone in your organization needs the skills and habits to discuss difficult topics.
Although this training is focused on service techs, we encourage everyone in your company to complete this course. This includes owners, CEOs, executives, receptionists, maintenance workers, and warehouse staff. Everyone means ALL your people.
Back to our wonderful service technicians… One big concern of service techs is they don’t want to be perceived as selling anything. The good news is you do NOT have to sell. You just have to solve problems.
The lessons are:
Fear
Cost
Time
Our Clients Pay For…
Solving With a Sales Team
Solving on Your Own
Communication Soft Skills
Problem and Presentation
Selling Behaviors
Buying Behaviors
Driving Forces / Motivators
Why Speak Up
Let’s Talk Money
4 Common Outcomes
Explain a Problem, Propose a Solution
Each of these typical outcomes reinforce the fact service techs solve problems and do NOT sell. Your primary responsibility is to promptly and competently explain a problem and your proposed solutions in a manner Clients can understand. Then, your Clients make the decision whether or not to act on your advice.
We encourage you to discuss these lessons with others on your team. Decide how each person can comfortably respond to these unexpected situations in ways that solve the problems and remove the pain, cost, and risk to your Clients.
Please note: This course discusses service technicians who are onsite and/or face-to-face with Clients. However, our advice and best practices still apply in similar situations where remote services are being provided.
Try 30-day free on Dave’s Charm School. Start with Solving NOT Selling, or another one of our popular soft skills courses.
