There is a mistaken opinion that is as old as the model T but is still followed as if it were the latest idea. The thought is this – service follows a sale. This is a bad idea but too many are still acting as if it were true.
Years ago Regis McKenna wrote, “Service is not an event; it is the process of creating a customer environment of information, assurance and comfort.” That defines service as a pre-sale concept. Service sells. It does not only follow a sale – it sells.
Think about it. For much of what we buy, the only time we get service is when something goes wrong—please fix this, repair this, explain this. But when service is advertised and delivered before the sale, when service is part of the promise built into the product, the client experiences an environment of comfort and assurance that leads to the sale.
Oh, by the way, I just returned from the Genius Bar at the Apple store. My wife and I have iPhones, iPads and Mac books – all sold to us in an environment of information, assurance and comfort.
Supernova advisors demonstrate unparalleled service called 12/4/2. They understand the service promise sold the advice and guidance even before it was offered.
Supernova will ensure that your service promise is not only stated but is also delivered. That is our service guarantee. Are you a supernova advisor? Look for our training and training updates as well as refresher classes and seminars. Everyone has products. Service before the sale – now that is a powerful selling tool.