Do the Work!
Selling intangible products is hard! I’ve never seen a customer so excited about buying a vehicle service agreement that they can’t wait to show it to their friends. Selling intangible products requires discovering and helping the customer see their need for the product. You must make the product and its benefits come alive by painting a picture and putting the customer in that picture using the product. It’s a unique skill set that must be developed by researching the products and role playing the effort to move customers to buy.