Don't Leave Money on the TableSome contractors believe technicians shouldn't sell because they leave money on the table. They say techs tend to sell on price and offer up the lowest-priced option. This isn’t true. The lowest-priced option is a repair.

However, the point can be made that technicians aren't good at selling higher-end equipment and will often sell the lowest priced system. Of course, the same complaint can be made about many salespeople.

The answer in both cases is the same. More training.