How do you get sales reps to focus on selling services rather than products?

Software company, lots of different products, not easy to match them to what a customer might want. Turn it around and say these are the kind of things we can help with, by the way we might need a few of these products along the way.

Answer:
Incentives help any form of sales. But sales people first need to know what they are selling before they are able to start recommendations other services that your business offers. It'll take a real fine knowledge of the product/ service and the customers they are working with to turn their perspective around. My true recommendation is to have them 'shadow' you or someone who knows how to do it well.
reward them on selling services, not so much on products. sales people are motivated by money, if they are good they can sell anything anyway.
reduce (if you have the power) the amount of commission they get on products, increase the commission on services, ensuring they know as much as possible about the services they are selling.
I work in sales, message me if I can be more help, IT Sales actually..
Give them a bonus for each different part of the services you offer which accumulates the more services they sell.

e.g. £100 for selling one, £250 for selling two, £500 for selling three
It all depends on how your company will train your sales rep.Preferable to hire someone with experience in that field as well.
Where is the money On the product or on service ?? If you want good sale service, Then it down to training!! You know that a product sell it self, But service it hard to sell, Take say the AA , or the RCA , Fear is the service they sell, Sky TV entertainment is the service they sell, I could go on the list is end less,

As for your question i know what you are trying say or what the point is ?

If you mean that you have bought the wrong thing from a PC shop, then take it back if you can !

Or if you have a software company doing some work for you and it not right then go and speak to them, If its a lot of money and no joy with that then its off to the small claims court up to 5000 pounds,

Sorry If you are a boss and want your staff two sell service then be warned unless you train them fully you will lose money, Because they will be folk us sell service only and will for get the big pi char
Hope this Help David B

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