Fundamentals of Maintenance Sales – Session 1

We start with a critical examination of the importance of Maintenance Agreement sales to your service organization, then identify the skill set necessary to be successful in selling Maintenance Agreements. The key metrics that every sales professional should use to measure performance will be taught, along with sales plan design and tracking. We will explore the sales cycle that is used to determine progress with each sales opportunity, and the larger selling system. The highlight of this session is learning how to qualify prospects and conduct the initial face-to-face meeting. This will include interactive practice, as it is arguably one of the most important skills necessary to make effective use of one’s time and resources.

This program is part of the Fundamentals of Maintenance Sales Certificate Program.