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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

Episode 176: The Science of Refrigeration Troubleshooting: Tips and Techniques with Jim Marsen of Jones Foods

Episode 181: Ways to be more efficient as a technician and how to reduce your troubleshooting time with Jim Marsen

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