WHO IS GETTING THE BUSINESS…
YOU OR YOUR COMPETITORS?
IF COMPANIES IN YOUR MARKET, INCLUDING YOUR CUSTOMERS, AREN’T BUYING FURNITURE RIGHT NOW THEY HAVE AN EVEN GREATER NEED TO MAINTAIN WHAT THEY ALREADY OWN.
YOUR STAFF WILL LEARN HOW TO SELL SERVICES AND INCREASE SALES AND GROSS PROFIT EVEN IN THIS DOWN ECONOMY. THIS COST-EFFECTIVE ONE DAY SEMINAR IS PRESENTED AT YOUR LOCATION AND IS DESIGNED FOR ANY OF YOUR STAFF MEMBERS WHO HAVE REGULAR CONTACT WITH CUSTOMERS; INCLUDING SALESPEOPLE, SALES COORDINATORS, DESIGNERS, AND PROJECT MANAGERS.
Service Training Outline
I. Why Sell Service?
II. Evaluating Your Service Business
A. What does your company offer?
1. Overview of the company’s service menu
a. Internal vs. External services
2. “FAB’s” of services
B. What’s important to your clients?
1. Determining which services to offer
C. Services Manual
III. Selling services
A. The sales process
1. Forecasting – setting expectations with clients
2. Suggestive selling
a. Fabric protection and cleaning
b. Ergo audits
B. Sales Role plays
C. Selling specialty services
1. Rental
2. Healthcare
3. AV
4. Education
5. Relocation services
D. Service agreements
E. Pricing your services to fit your customers
TO SCHEDULE A SESSION OR FOR MORE INFORMATION PLEASE CALL 916.434.8711
