People who sell services rather than products are actually selling an idea, perhaps the function of a product, rather than the product itself. Doctors don't sell any products; they sell techniques for diagnosing and treating diseases, their expertise, their medical (or dental, obstetrical, gynecological, or psychological) knowledge, and their experience. Therefore, when they sell themselves and the services they provide, they can actually be said to be selling an idea - the idea of ??treating or controlling disease, or the idea of ??preventing disease. Ideally, everything lawyers do is based on the concept of fairness. Their services and their use of skills, experience and professional knowledge are to ensure that their clients are protected by the law and the government. The services provided by teachers are related to the concept of learning and development. What a technician or machinist sells is the idea of ??making machines work properly and break down less often. The insurance salesman sells the idea of ??protecting loved ones from future want; the counselor sells guidelines, from career to marriage; the priest, priest, or rabbi sells essentially peace of mind; the travel agent sells What the police sell may be romance and adventure; what the police sell is protection. No matter what the idea behind the service is, you also have to sell yourself. However, many people who provide services rarely think about the ideas behind the services. Selling themselves becomes much easier if they stick to their philosophy. All services are the same. Maybe you are a postman, a delivery person, a tax inspector, a psychiatrist, a swimming instructor, a military general, a city councilman, a snowplower, a theater usher, a car wash manager, a funeral priest, a bank clerk, a cleaning company owner, a newspaper reporter Or an entertainer on television, radio, stage, or film - no matter what the line of work, you should know what "service" really means. No matter how high your income is, or whether you volunteer for a service—for example, expensive plastic surgery, or a Cub Scout mom who volunteers her time and service—these people can make a difference simply by incorporating the idea of ??their service into their lives. Be more successful in selling yourself and the services you provide. Bricks and Cathedrals I can elaborate on this with a familiar story (source of unknown origin). This is a story about a tourist passing through a city. He stopped and happened to see a worker patiently laying bricks one by one. Although it was a routine job, he did it very carefully and cherished it. The tourist was curious and asked the worker: "Why do you have to spend so much effort laying these dirty bricks?" "I'm not laying bricks," the worker replied, "I'm building a cathedral." Look, in There are very different ideas behind workers' labor. Because he clearly understood this concept, he also sold himself very successfully. The tourist continued on his way, thinking, "With workers like these, this building will surely stand for thousands of years!" This is a good example of what kind of mentality to use when there is no actual product. When you're selling an idea rather than something concrete, one of the best ways to get others to buy into the idea is to express it honestly and simply, like this worker did. This will make it easier for the audience to understand. And it usually has great results. This audience will reinforce the idea in your mind that the value of the service you provide will be greater than that of a salesperson selling a specific product. Being able to sell yourself and your services at the same time must be worth buying. Sales Strategy for Services In Chapter 15 of this book, I mentioned the sales strategy for selling products: finding potential customers; preliminary presentation; in-depth presentation; responding to customer objections; completing the transaction; and follow-up work. The same strategy probably applies when you're selling a service rather than a product. Familiarizing yourself with the sales strategies described in Chapter 15 will make you better at selling your services. Chapter 15 also mentioned that sales spirit and sales strategy are completely different things. Remember the 4 rules: Be your own best customer, put yourself in the customer’s shoes, don’t hang up the curtain, and make yourself bigger than the product (now service). These rules are equally important when selling your services. Review Chapter 15 and implement your sales strategy and these four laws. But there are thousands of services. If your occupation involves repairs or problem solving, or cleaning, landscaping, rescue, drafting or design, or services of a similar nature, then the sales strategies in Chapter 15 will apply. You have to find potential customers, and you have to follow every step. This type of service usually has to do with a product that someone owns and you're doing something with, say, the customer's car, appliances, house or real estate, clothes - you get the idea. Another type of service is usually related to improving the quality of life. For example, doctors, dentists, lawyers, teachers, and consultants provide necessary services, but they do not have potential customers (restaurant owners do); if they recommend a guest to eat the chef's special meal and the guest accepts it, from any point of view Come, it doesn’t count as completing a transaction. In fact, the scope of potential customers for this type of service is usually strictly limited, such as doctors, lawyers or psychologists. However, no matter what kind of service you are selling, no matter whether the sales strategy is applicable or not, the sales spirit is absolutely consistent. Like it works for all products. Let me tell you the examples of 4 friends, and you will understand the role of sales spirit. None of their professions have a specific product to sell, they sell themselves.

One is in the insurance sector; one is in the education sector; one is in the mass communication sector; and the other belongs to the medical sector. I myself have benefited from the services of two of them. Regardless of their field, they have marketed themselves and their services very successfully, as evidenced by their achievements.