Selling Value

Selling Value is the ideal guide for support marketing managers and support executives who want to maximize support sales, and for sales reps who are selling support.Selling Value shows you how to: create support offerings that make sense to customers - so it's easy to demonstrate the value of support; price support fairly and profitably so you can avoid discounts and giveaways; overcome customers' objections when buying support; develop a confident, effective support renewals methodology; reduce the amount of free support you deliver; and organize support policies so they create customers' buy-in rather than invite pushback