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Episode 233. How To Sell More Preventative Maintenance with Jim Marsen
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In this conversation, we’re talking with Jim Marsen of Jones Food Store Equipment Ltd. about how to sell more preventative maintenance (PM) contracts in the refrigeration industry. We cover how technicians can enhance their sales skills by knowing what to sell, how to sell, and who to sell to, all with integrity and honesty. Jim also has some great tips for overcoming challenges like customer hesitation and how to anyone can develop the soft skills every sales person needs.
In this conversation, we discuss:
-How to sell preventative maintenance
-How to create a value proposition
-Identifying your target client
-Avoiding false expectations
-How to build trust with customers
-Learning to be a better salesperson
-The importance of honesty in sales
-Identifying opportunities to upsell services
-Why technicians are innately great salespeople
-How to develop a sales mindset
-What to include in a preventative maintenance proposal
-Developing the soft skills of selling
-Importance of language in sales
-Developing the mindset to learn new skills
Helpful Links & Resources:
Connect with Jim on LinkedIn
Jones Food Store Equipment Ltd. Website
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