Webinars and Resources
(click the play icon or topic title to launch webinar recording)
February 20 (2020): Four Critical Things Owners Need to Know to Grow Service Revenue
Information about this program
Reach out to your Open Options Regional Sales Manager for a copy of the Owners Playbook
April 28 (2020): Strategic Approach to Selling Services
This introductory session will cover the right mindset that is required for service sales success. We will then share the best approach to selling service agreements to end-user customers.
May 12 (2020): Sparking Conversation and Educating
Raising the topic of service agreements can be challenging and awkward for salespeople. In this session, we teach two methods of sparking conversation about service agreements – one for current customers and one for new prospective customers. We’ll then share specific ideas to educating your customers and prospects on service agreements.
May 26 (2020): Finding Problems
To influence a “break-fix” account to change their model to a contracted service agreement can be an uphill battle. We’ve found that the fastest way to influence change for any customer is for them to understand that they have a problem. In this session, we discuss the problems that are solved by most service agreements and the best methods for finding those problems.
June 9 (2020): Asking Probing Questions
Probing questions are helpful to any selling process, but they’re necessary when selling service agreements. In this session, we’ll share specific questions to ask, best practices of asking questions, and we’ll teach a technique called Super Questions.
June 23 (2020): Presenting the Solution
Our final session covers the details necessary to present a solution properly – how to identify unique benefits, how to present the benefits, how to show logical justification, and how to ultimately present the solution.
