This month we interview Ron Bucher, Worldwide Customer Support Director at Accuvein, Inc. on the strategies and tactics he has implemented to overcome challenges to selling service contracts. Ron brings a wealth of knowledge and experience. You can find his bio in the download section of this module.
In this video interview, Ron shares his insight on how he has been able to overcome the “insurance trap” and sell services on the basis of value as opposed to price. More specifically, he provides advice on how to structure service agreements the result in more revenue and happier customers. You’ll also find an example of the sales collateral and service options he’s used at AccuVein as reference for creating your own service offering in the download section of this module.
As always, we encourage you to post your comments and questions. They will be answered in a timely fashion.