VIDEO: Jim Pancero on Selling Services – Why Value-Added?

At the NAED Eastern Region Conference, Jim Pancero headlined a session entitled “Selling Services to Increase Your Competitive Advantage…and Maybe Even Your Profitability.” Below, the third of five videos of his presentation. Click the links below the video to watch the other segments.

Jim Pancero talks about understanding why we do value added services. It’s about more than just how value added services help the customer, but understanding why distributors offer the value added services. What do distributors provide the customer by offering value added services, and what can you charge for it.

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