9.20 Technician Selling – Presenting The Service Agreement

EGIA

.loader-cover {display: none;}

Javascript is disabled. This will break some site features. To enable Javascript click here.

All

Videos

Documents

Templates

Articles

Trainers

What's new

You can also View by Categories

SAVE THIS PAGE

Technician Selling - Presenting The Service Agreement - Educating Technicians

All service technicians are not the same, and many need to understand and be educated on the purpose of the service agreement. Service agreements are the life blood of any company and have many benefits for the consumer, the service group, and of course our company. This segment is about aligning our service team to the principle of service agreements, the “WHY”, so we are all on the same page when it comes to developing the 1500 per 1 million KPI to grow our opportunities.

Technician Selling - Service Agreements and Accessories

For many service technicians, the idea of selling creates tension, as in many cases we ask the technician to produce a sale on a demand service crisis call where the client is emotionally charged-up from the very beginning. The secret to the process is to have the technician educate, not merely sell, and the best way to do that is in a consumer NON-CRISIS call known as the service agreement. The service agreement, or "club," offers us the chance to be present in the home with the clients when there is little or no stress patterns, effectively making the transaction process one of education, questioning, discussion, and being more consultative.

Run Time: 42:01

Promoting Maintenance Club Agreements and Selling - Technician Selling of Maintenance

The service technician needs to understand how to communicate and market the maintenance plans of any company. The idea of selling maintenance is grounded in education and having a system within our company to create a consistent sales process through all of our technicians for maintenance club agreements. This video stresses the process, and identifies the need for technicians to master clients' emotional connections.

Run Time: 51:30