The single most common problem in selling commercial service agreements is low-balling competition. I recently worked with a contractor client who is faced with this dilemma (as we all are) and is totally perplexed. His service sale people are instructed to sell quality preventive maintenance (PM) agreements, including all of the necessary tasks to do the following: 1. Extend the life of the system 2. Reduce energy 3. Reduce breakdowns 4. Increase comfort 5. Provide tenant/employee ...

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