Thank you to everyone who joined us for the second edition of Selling Service, our expert panel discussion hosted by OneVision and VITAL. Moderated by Jason Griffing, OneVision’s Director of Product, the session featured insightful strategies from Brad Camp, OneVision’s Director of Business Development, and Patrick Martinez, Elite Sales Academy Leader, on mastering the art of selling service plans.
Check out the full recording below and keep reading for a recap of the key takeaways from this session:
Leading with Service: It’s a Mindset Shift
Selling service is about offering choice—not forcing everyone onto a plan. Too often, integrators hesitate to bring up service plans, fearing pushback. But clients expect and value support. By confidently presenting service as a core part of the experience, you empower them to select the level of care that best fits their needs.
The Proposal Isn’t the First Time They Should Hear About Service
One of the biggest mistakes integrators make is introducing service plans only in the final proposal. Instead, service should be part of the conversation from the very first interaction. The most successful integrators weave service into their sales process, ensuring clients understand its value long before they review a quote.
Positioning Service as a Competitive Advantage
Instead of treating service as an afterthought, frame it as a key differentiator. Your competition likely prescribes one way to handle post-installation support, but your company offers flexibility—giving clients options that align with their needs and expectations. Offering tiered service plans makes it easy for clients to choose a level of support that works for them.
The Role of Incentives in Driving Sales
If you want your team to sell service, you need to compensate them for it. OneVision partners have seen success by structuring commissions around the lifetime value of a membership. For example, paying an upfront commission of four times the monthly membership fee rewards salespeople while ensuring long-term retention.
Overcoming Objections with Confidence
One of the most common client objections is, “I thought you were my go-to person.” The key to overcoming this is simple: assure them that you are—which is exactly why you’ve built a structured service offering. By establishing a dedicated team and clear expectations, you ensure they receive consistently excellent service while allowing your company to scale efficiently.
Final Thought: Service Creates Sanity
When clients know what to expect, and your team has a clear service structure, everyone wins. Shifting from reactive, break-fix support to structured service plans not only builds recurring revenue but also reduces stress for both your team and your clients.
If you missed this session, stay tuned for details on our next Selling Service event! Interested in learning more about how OneVision can help you implement a successful service plan? Let’s chat.
For More Information:
A big thank you to Patrick Martinez from VITAL’s Elite Sales Academy for joining us for this event. For more information on Patrick and his work with ESA, please visit: