Bill BrownFounder of ServiceTitan Hacks community (9k+ pros) | INC 5000 Contractor | Helping contractors win with AI & Automation

The Challenge of Selling #Commercial Preventive Maintenance

30 Aug 2026 · 1 min

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In this segment, the speaker explains why selling preventive maintenance to industrial and manufacturing customers is often difficult, noting that many clients fail to recognize its value or are not acutely aware of rising repair costs. He recommends a practical sales approach: ask the prospect what the financial impact would be if a critical piece of equipment failed, using the estimated downtime cost to illustrate the tangible benefits of a preventive maintenance program.

My experience has always been maintenance is very difficult to sell. Maybe talking to a customer that doesn't really see the value in preventive maintenance, or they're not sitting there oozing in their pain of an uptick in repair spend. One of the favorite questions that I always love to hear salespeople ask is, what happens if this piece of equipment goes down? What is that costing? If you are in more of an industrial or manufacturing setting.