2-Day HVAC Sales Course
Charlie Greer's HVAC Profit Boosters - 1-800-963-HVAC
Who should attend: HVAC Residential Replacement Salespeople
2-Day In-Home Selling Skills Seminar Course Objectives:
- More Sales
- Fewer Turndowns
- Higher Average Sale
- More Sales of Indoor Air Quality (IAQ) Products
- Higher Income for Everyone
- Increased Confidence
- Higher Self-Image
- Improved Company Image
AGENDA:
Day One - AM: Salesmanship
- What is the Purpose of Your Job?
- The Salesman Stigma
- They Don’t HAVE to Like You
- Are You Talking Yourself Out of Sales?
- Before saying anything...
- Questions are the Answer
- Developing Your Listening Skills
- Before Recommending Anything, First Establish ...
- Keep It Short and Simple
- Educating vs. Enlightening
- Eye Contact
- Jerks Buy!
- Project a "Positive Level of Expectation"
- Positive Mental Attitude
- Un-sellable calls
- It’s OKAY to Pre-Judge Your Calls!
- Keep Track of Your Numbers
- Goal-setting.
Day One - PM: Overcoming Objections:
- "Quantifying Quality"
- "List of Talking Points"
- "Features & Benefits" Close
- The "Cost of Waiting" Close
- "I want to think it over..."
- "I have to talk to ..."
- "Your price is too high!"
- "I want to get other bids."
- "I'm going to hold off at this time ..."
Day Two - AM: Steps to running a replacement sales call
- Attire and grooming
- The “scripted” presentation
- The incoming phone call
- Pre-call planning
- The confirming phone call
- Mental preparation
- The approach to the home
- Your first 60 seconds
- The questionnaire
- Summaries
- The room-by-room inspection
- The equipment inspection
- Drawing the home
- Give ‘em a break!
- Equipment selection
- The sales presentation
- Understanding the “Cost Comparison Charts”
- The “Energy Savings Presentation”.
Day Two - PM: Closing techniques
- The "Walk-through" Close
- The "Paper Towel" Close
- The "Permission to Make a Profit" Close
- The "Optional" Close
- The "Installation Fee" Close
- The "Proposal" Close
- Following up.
