Sales Incentives # 15 Testing and Certification

As products become more complex, there is more to go wrong.

You can build confidence in your product as well as add extra value to it by offering a pre- or post-delivery testing and certification of the unit's performance. This guarantees that the buyer will be receive all of the performance they have paid for. (It also eliminates post-sale service calls.)

This technique gains value when you normally charge extra for it, but eliminate the surcharges during limited time periods.