There is a 3-second pause in the VSA presentation that almost nobody uses.

There's a 3-second pause in your service agreement presentation that almost nobody uses, and it closes more deals than any word track. So what is it? Once you get through explaining the details of your service agreement, you need to pause. Silence is your friend. You need to ask the customer right in that moment as you complete the last part of your presentation, "Does that make sense?" You have to get them to affirm it and understand exactly where you're at before you proceed forward. If you don't do that simple check-in before you proceed, you assume the customer knows everything you just stated and all the benefits of transferring all those mechanical, electrical breakdowns away from them and back onto you. You need to have that confirmation to move forward, and when you affirm it, you're able to increase your penetration dramatically because that acceptance happens immediately. And flows right into your upgrades, so you never have to double back to make sure they opt out of that responsibility later on. Save this. The pause is a skill. Practice it on your next 3 deals so that you never have that problem ever again.