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How to Convert the Sale on Preventative Maintenance Tuneups

By Todd Liles November 7, 2013 How to Convert the Sale on Preventative Maintenance Tuneups

Service Contractors can struggle when it comes to converting the sale on Preventive Maintenance Programs and Tune-ups.

This lesson helps get the answer, “How to do I convert the opportunity on a Plumbing, Air Conditioning or Electrical Inspection?”

Teach Your Techs How to Convert their Clients from The “Planning” Stage to The “Do It Now” Stage

 

STAGE #1 IMPORTANT/URGENT (“DO IT NOW” STAGE):

  • Part Broke
  • Failed Component
  • Not Working  at All

STAGE #2 IMPORTANT/NOT URGENT (“PLANNING” STAGE):

  • Safety Device
  • Outside of normal range of operation
  • Excess Energy Consumption

HOW DO YOU CONVERT SOMEONE FROM THE “PLANNING” STAGE TO “DO IT NOW” STAGE?

  • Share real life experiences
  • Share previous experiences
  • Share true possibilities
  • Never exaggerate or lie
  • Create the sense of urgency
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