It is statistically proven, you are 6 times more likely to capture multiyear maintenance at point of sale with a monthly payment or finance contract. And you know that capturing multiyear maintenance equates to increase sale price and more compensation for you and more recurring revenue for Frontier. So, which price tag should you present if you want a customer to agree to said multi-year maintenance?
We have found partners and AEs who position monthly payments capture three, four, and five year maintenance contracts on 60-70 percent of sales. However, the same thing occurs only 10 percent of the time with cash purchases.
"You can only capture multiyear maintenance 10 percent of the time on cash purchases."
With the shift to everything as a service, being able to secure support and build more recurring revenue has never been more important. And building multiyear support at the point of sale into a monthly finance program is simple. Become more comfortable recommending Shield, with multiyear support. This is the best monthly payment option in terms of value for your prospect.
Make credible recommendations and sell more multiyear maintenance when you incorporate these two questions into your discovery process: