Prospects often want information concerning maintenance and care requirements for the products they purchase. The salesperson who can quickly and accurately provide this information has the edge. Proper maintenance usually extends the life of the product, so this information should be provided at the time of the sale.

Today, many salespeople are developing customized service agreements that incorporate the customer’s special priorities, feelings, and needs. They work hard to acquire a real understanding of the customer’s specific service criteria. If call-return expectations are very important to the customer, the frequency and quantity of product-related visits per week or month can be included in the service contract. Customized service agreements add value to the sale and help protect your business from the competition.24