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so just assume for a moment theres 12 we use 13 questions but theres 12 questions that are basic questions and so each question has a point value attached to it so imagine then that if I asked you these questions and your point value was 10 points then the technician recommendation at this point when the customer asks is its probably in your best interest to just go ahead and repair the system now what we want you to do as a technician is you need to make sure that you capture them on a service agreement if we dont capture them on a service agreement then that customer is essentially vulnerable to the outside community and what can happen is were gonna lose them to somebody else selling them a new piece of equipment one day or become a lead generation issue for another company and well get called in and well be bidding against three companies so we want them to become an existing customer want them to love us were gonna sell them a service agreement as a part of this process an
