- This course provides basic information about Selling Professional Services for Sales Reps. It is explained why service selling is so important and example cases of how to create buying visions for services based on KSE approach are included. Further the course delivers a helpful job aid called Pain-Capability-Matrix and explains how to use it for selling professional services.
- Sales Representative
Theoretical and practical contents
- Chapter 1 introduces the topic „Selling Professional Services“ by outlining the required changes for becoming a true solution provider and explaining the components of a solution.
- Chapter 2 describes how to sell services by summarizing the correct sequence of selling professional services, based on some services examples.
- Chapter 3 provides an overview about a potential job aid, called ”Pain-Capability-Matrix”.
After this training you will be able to…
- Describe the need for change and how professional services will contribute to future revenues.
- Implement the KSE methodology to translate professional services into suitable capability visions for the customer.
- Apply a job aid, called Pain-Capability-Matrix, helping you to prepare and execute successful service selling.