The Difference Between Selling Products And Services

Like this post? Share it!

Selling services (managed or otherwise) takes a different way of thinking compared to selling products.

With products, you are selling something tangible – something that is easily compared to other products, both in function and price.

With services, you are selling the intangible – you are not selling a thing in particular; you are selling your ability, which is essentially the same as selling air – it’s not something your customer can hold in his hands.

In this post I discuss the differences between product and service sales, and why sales reps often have a difficult time selling services.

 

  • Image Description

    In order to read the rest of this post you must be a member.

    If you are already a member, log in using the Member Login section to your right.

    You're Not a Member?

    I take the concepts and principles I teach in my direct consulting engagements and break them down for you on the MSP Masters website. There is a lot of valuable content available for free, and there is much more available to MSP Masters members only.

    "If you are an IT service provider, this is an excellent forum to join. Helpful ideas and views on providing the proper services to your customers. John has helped many service providers build their offerings throughout his career. Now he is offering this knowledge to all service providers. You will find that it is well worth it." - Chris Blanchard, Director at Implied Networks

    "The MSP Masters website is a must for any managed services provider. Most of the free content on the site is enough to transform your business alone and the members only content just continues to build on that. As an owner of an MSP for over 7 years I find this site to be an extremely valuable asset to my business and always look forward to John's thoughts on ways to better my business processes and services. " - Timothy Martin, President/CEO Neoscope Technology Solutions

    If you are not currently a member, click below to learn how to access Members-Only content for $1.

    30 Days of Full Access to MSP Masters For $1

    Learn More

Like this post? Share it!

Start Your Trial Today!

Member Login

Username:
Password:

Lost Password?

Like MSP Masters On Facebook

Follow MSP Masters On Twitter