Selling Service Workshop, Part 3: Recap and Key Takeaways
- Editorial Team
- Jul 13
- 2 min read
In the third installment of our ongoing sales workshop series, OneVision’s Director of Product, Jason Griffing, was joined by Brad Camp (Director of Business Development at OneVision) and Patrick Martinez (CEO of 5 Stone Solutions and head of Vital’s Elite Sales Academy) to tackle one of the most important—and often most daunting—topics facing integrators today: transitioning to a premium service model.
This conversation wasn’t just about sales tactics. It was a deep dive into the mindset shift and operational planning needed to position service as a true differentiator and profit center. Here is the recorded session and the key takeaways:
Embrace the Fear, Then Move Past It
For many integrators, the biggest roadblock to launching or evolving a premium membership program isn't logistics–it's fear. How will clients react? Will it hurt existing relationships?
Brad broke it down into four likely client reactions:
Excited – Some clients are ready and eager for better service.
Understanding – The majority will see the value with a little explanation.
Questioning – These clients need clarity, not convincing.
Frustrated – A small group may resist, but that shouldn't define your strategy.
“You’re doing this for your clients, not to them,” Brad reminded attendees. “Most clients just want to feel taken care of.”
It’s Not Just a Sales Pitch—It’s a Business Evolution
Patrick underscored that implementing service plans isn’t a quick fix—it’s a strategic inflection point. For many integrators, it’s an opportunity to phase out misaligned clients, reduce team burnout, and improve business stability.
He emphasized the importance of separating true objections from mere complaints and coached attendees on how to confidently guide conversations back toward value rather than getting stuck in defensive mode.
You Have More Control Than You Think
Brad’s memorable line—“While I’m always available to you, I’m not always available”—was a powerful reframing of the support dynamic. Clients deserve consistent, professional help. By introducing a dedicated support structure, integrators create a better experience for everyone involved.
Building a Culture of Service-Driven Sales
The conversation then shifted inward—how to get your team on board. Brad and Patrick offered practical advice for motivating sales teams, including:
Tying compensation to membership sales—One integrator paid 4x the monthly value of a plan upfront to create an immediate incentive.
Tracking the right numbers—Assign specific membership sales goals to your team and hold them accountable.
Celebrating wins—Salespeople are naturally competitive. Give them goals they believe in, and they’ll strive to meet them.
Simplicity matters. A clear, compelling compensation structure—whether cash bonuses or creative rewards—removes ambiguity and keeps your team focused. It’s not about complexity; it’s about alignment.
Ready to Launch Your Own Premium Service Offering?
OneVision’s complimentary “Service by Design” workshop ($499 value) is the perfect place to start. You’ll walk away with a fully developed membership structure and branded client-facing collateral—no obligation required.
And if you missed this session, stay tuned for details on our next Selling Service event!
For More Information:
We can't thank Patrick Martinez, of VITAL’s Elite Sales Academy, enough for joining us again to talk service sales. For more information on Patrick and his work with ESA, please visit:
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