Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (15:15) End user customer VS purchasing guys Purchasing guys will demand 3 bids, but no more Most competitors undifferentiated Used services to construct a credible competitive bid Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (20:09) End user customer VS purchasing guys Purchasing guys will demand 3 bids, but no more Most competitors undifferentiated Used services to construct a credible competitive bid Resulted in minimum 30% increase in bids won Other guys will continue doing what they have always done Had 44,000 SKUs. Added technical services sales force Incentives: Sales always must get credit Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (19:34) End user customer VS purchasing guys Purchasing guys will demand 3 bids, but no more Most competitors undifferentiated Used services to construct a credible competitive bid Resulted in minimum 30% increase in bids won Other guys will continue doing what they have always done Had 44,000 SKUs. Added technical services sales force Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (18:32) End user customer VS purchasing guys Purchasing guys will demand 3 bids, but no more Most competitors undifferentiated Used services to construct a credible competitive bid Resulted in minimum 30% increase in bids won Other guys will continue doing what they have always done Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (14:45) End user customer VS purchasing guys Purchasing guys will demand 3 bids, but no more Most competitors undifferentiated Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (14:12) End user customer VS purchasing guys Purchasing guys will demand 3 bids, but no more Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (14:05) End user customer VS purchasing guys Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (13:50) "How to Get Product Sales Guys to Sell Services":  See results achieved by (SC).   Key techniques:  (a)  "How to be two out of three bids."  Customers would always need three bids.  Make sure your bids included a competitive bid for new equipment and a bid for refurbishment services as a second, competitive bid.  This would leave one open bid slot for a competitor.  Regularly having two of three bid slots wins a lot of business.  (b)  "Do you want fries with that?"  It sounds trite, but rigor, training and demands on the sales force to sell services are, in part, this simple.  (c)  We must get beyond the "services is just the warranty group - a necessary evil" mentality".  (d)  We must make selling services formally evaluated as part of performance management and compensation.  (e)  We added a small dedicated technical services sales force to assist the product sales force in proposing and closing business.  (SL)* Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.   (13:40) "How to Get Product Sales Guys to Sell Services":  See results achieved by (SC).   Key techniques:  (a)  "How to be two out of three bids."  Customers would always need three bids.  Make sure your bids included a competitive bid for new equipment and a bid for refurbishment services as a second, competitive bid.  This would leave one open bid slot for a competitor.  Regularly having two of three bid slots wins a lot of business.  (b)  "Do you want fries with that?"  It sounds trite, but rigor, training and demands on the sales force to sell services are, in part, this simple.  (c)  We must get beyond the "services is just the warranty group - a necessary evil" mentality".  (d)  We must make selling services formally evaluated as part of performance management and compensation.  Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (13:30) "How to Get Product Sales Guys to Sell Services":  See results achieved by (SC).   Key techniques:  (a)  "How to be two out of three bids."  Customers would always need three bids.  Make sure your bids included a competitive bid for new equipment and a bid for refurbishment services as a second, competitive bid.  This would leave one open bid slot for a competitor.  Regularly having two of three bid slots wins a lot of business.  (b)  "Do you want fries with that?"  It sounds trite, but rigor, training and demands on the sales force to sell services are, in part, this simple.  (c)  We must get beyond the "services is just the warranty group - a necessary evil" mentality".  Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (13:20) "How to Get Product Sales Guys to Sell Services":  See results achieved by (SC).   Key techniques:  (a)  "How to be two out of three bids."  Customers would always need three bids.  Make sure your bids included a competitive bid for new equipment and a bid for refurbishment services as a second, competitive bid.  This would leave one open bid slot for a competitor.  Regularly having two of three bid slots wins a lot of business.  (b)  "Do you want fries with that?"  It sounds trite, but rigor, training and demands on the sales force to sell services are, in part, this simple.  Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (13:10) "How to Get Product Sales Guys to Sell Services":  See results achieved by (SC).   Key techniques:  (a)  "How to be two out of three bids."  Customers would always need three bids.  Make sure your bids included a competitive bid for new equipment and a bid for refurbishment services as a second, competitive bid.  This would leave one open bid slot for a competitor.  Regularly having two of three bid slots wins a lot of business.  Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (12:59) "How to Get Product Sales Guys to Sell Services":  See results achieved by (SC).   Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (21:45) End user customer VS purchasing guys Purchasing guys will demand 3 bids, but no more Most competitors undifferentiated Used services to construct a credible competitive bid Resulted in minimum 30% increase in bids won Other guys will continue doing what they have always done Had 44,000 SKUs. Added technical services sales force Incentives: Sales always must get credit Don’t let sales guys abdicate and hand off services sale to service expert Performance Management of Sales Guys: 20-40% on services measures Interviews With the Experts (604.3)  Schneider Electric, U.S. Division.  (20:16) End user customer VS purchasing guys Purchasing guys will demand 3 bids, but no more Most competitors undifferentiated Used services to construct a credible competitive bid Resulted in minimum 30% increase in bids won Other guys will continue doing what they have always done Had 44,000 SKUs. Added technical services sales force Incentives: Sales always must get credit Don’t let sales guys abdicate and hand off services sale to service expert 6.8 How to Get Product Sales People to Sell Services Take notes – be ready for the POP