Join the Refrigeration Mentor Hub here Learn more about Refrigeration Mentor Customized Technical Training Programs at www.refrigerationmentor.com/courses 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 Get on the Supermarket Academy waitlist now! New program to supercharge your supermarket refrigeration expertise. Refrigeration Mentor on Instagram | Facebook Refrigeration Mentor YouTube Channel Refrigeration Mentor on LinkedIn Refrigeration Mentor Linktree

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