Agree with what is being shared here. The key is leading with observation, not a sales pitch. See a need fill need. When I'm at a customer's pool I'm already seeing things they can't. So instead of pushing an upgrade I might say something like "We've noticed pump is getting up there in age or running harder that it should, catching that early is something we monitor closely on our X service before it turns into an emergency repair." You're not selling, you're sharing what you see. Let the problem surface first, frame it as protection not cost, and the upsell happens naturally because the customer trusts you. Hope that helps
