I\u2019ve been seeing this distinction first-hand among salespeople I have encountered of late.\u00a0 I\u2019m not sure there is a clear-cut sales ability towards product vs. service sales, but I do know that certain salespeople have skills and aptitudes that support one over the other.\u00a0 In that vein I give you a quick breakdown of sales traits that come from these two forms of selling.<\/p>\n
Product Sales Service Sales Ok, it is a quick list, but you get the idea.\u00a0 My vision is that successful salespeople need to harbor abilities from both product and service sales.\u00a0 However, there are salespeople who are engrained towards one side or the other.\u00a0 This hardening of the categories becomes evident when they wander over to the other side of the sales tracks and try to succeed there (yes, I mix metaphors).<\/p>\n I know of one salesperson who is presently attempting to cross this divide and it is not pretty.\u00a0 His entire approach is rooted in the other format which has led to bad decisions, poor strategies and limited sales.<\/p>\n When hiring salespeople, the first indication is the candidate\u2019s experience.\u00a0 The second indication is their sales approach.\u00a0 Make certain these are two tools you use in your hiring process.<\/p>\n","protected":false},"excerpt":{"rendered":" I\u2019ve been seeing this distinction first-hand among salespeople I have encountered of late.\u00a0 I\u2019m not sure there is a clear-cut sales ability towards product vs. service sales, but I do know that certain salespeople have skills and aptitudes that support one over the other.\u00a0 In that vein I give you a quick breakdown of sales traits that come from these two forms of selling. Product Sales -Quantity-focused \u2013 the approach is to close frequently and success is measured in total numbers -Speed first \u2013 fast, frequent closing is their approach, 1-call closes are their ideal -Off-the-shelf \u2013 typically they prefer to sell a pre-designed solution -Discount \u2013 their drop-close is… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[16,9],"tags":[1556,1558,267,38,1559,97,1557],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-Bd","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2307"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2307"}],"version-history":[{"count":2,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2307\/revisions"}],"predecessor-version":[{"id":2319,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2307\/revisions\/2319"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2307"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2307"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2307"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\n<\/span>-Quantity-focused \u2013 the approach is to close frequently and success is measured in total numbers
\n-Speed first \u2013 fast, frequent closing is their approach, 1-call closes are their ideal
\n-Off-the-shelf \u2013 typically they prefer to sell a pre-designed solution
\n-Discount \u2013 their drop-close is to discount<\/p>\n
\n<\/span>-Quality-focused \u2013 the approach is to find the bet fit solution and success is measured by customer retention
\n-Thoroughness first \u2013 details are the key to closing here as they have to qualify need in depth
\n-Custom \u2013 most sales involve crafting a solution from existing pieces, but few are truly off-the-shelf
\n-Include \u2013 their drop-close is to add pieces to the solution for same price<\/p>\n