James ‘Alex’ Alexander authors new book, ‘Seriously Selling Services’
St. James City resident, James “Alex” Alexander, recently released his latest book, “Seriously Selling Services: How to build a profitable services business in any industry.” Between the pages of this 154-page book readers will learn the multiple potential benefits of seriously selling services and why most product companies should pursue this goal more aggressively.
Research-based and field-proven core and best practices, lessons learned, and benchmarks for success are among the priciples discussed. In addition, readers will learn what doesn’t work, the common worst practices that hamper and sometimes kill selling services initiatives, and how to effectively avoid them or at least lessen their impact.
The book includes examples and make recommendations that, if implemented, as suggested, will both speed and smooth the transition to seriously selling services, according to the author.
“The initial feedback has been gratifying. Senior execs from companies such Cisco, IBM, Xerox, Kodak to name a few have praised the book for its importance, practicality, and clarity. I’m delighted with the response” said Alexander.
In addition to writing, Alexander is the founder of Alexander Consulting, an advisory firm that helps companies build profitable services businesses. He has consulted, trained, and given keynote speeches in 23 countries around the globe. The author or co-author of more than 80 articles, three white papers, five research reports and three books, he has taught in universities in the U.S., Europe and Mexico. He also was chosen at the services pundit for IBM Global Services in 2003 and served as the U.S. Department of Commerce e-business subject matter expert.
Locally, Alexander is an active supporter of the Island, including being past president of the Calusa Land Trust, and past commodore of the Pine Island Boat Club.
In his new book Alexander directs executives to looking to improve revenue or opportunities for competitive advantages. The book also is geared to leaders of service organizations who are seeking to optimize value to both customers and businesses, to managers of selling organizations who are looking to sell more services and solutions, to sellers of products and services trying to met and exceed sales targets, to researchers truing to gain a better understanding of selling services within product companies, to consultants, field engineers, technical support individuals or everyone who touches a customer.
Topics in the book covers methods of selling more products and services, how to determine what services are appropriate for an organization to sell, what executives must say and do with regard to selling services, ten steps to building a portfolio of services that customers will want and would be willing to pay for, the misconceptions that selling services lowers the overall profit margins and more.
To get Seriously Selling Services, order a signed copy at Alexander’s Web site, www. alexander strategists .com or buy the book on Amazon.