Blog Archives

4 Steps to Turn Service Teams into Enthusiastic Business Promoters

From my experience, technicians as a whole do not see themselves as salespeople and object to being put in that position. It should not be a surprise, therefore, if they are not enthusiastic about a company initiative that expects them to take on a larger business development role. This concern should be acknowledged and addressed, yet many managers act as if this concern does not exist. This is a mistake.

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Posted in Business, Education, Service Tech Training

The Limiting Reality of Getting Technicians to “Sell” – 4 Reasons Why

In my opinion, a technician who feels – based on their knowledge and experience – that the customer would benefit from a particular product or service in some way, and brings this to the attention of the customer is providing a service and is not selling. It is part of their job – as important as their ability to fix or maintain the equipment itself. In fact, I suggest that they have an obligation to the customer to discuss any action that would be of benefit to their operations.

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Posted in Business, Management, Service Tech Training

6 Ways to Get the Most out of Training your Team

Let your team do most of the talking. In our enthusiasm, it is easy to get carried away and do most of the talking. We sometimes feel as if we should know all the answers and, as a result, we jump in too quickly to fill in the blanks. When the team looks to you for the “right” answer, turn the question back to them. For example, you might say something like: “You experience this sort of thing first hand, what do you think we should do in this situation?’

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Posted in Business, Service Tech Training