2-Day Service Technician Sales Course
Charlie Greer's HVAC Profit Boosters - 1-800-963-HVAC
Who should attend: Contractors and Plumbers, Electricians, and HVAC Service Technicians
Course Objectives:
- More Sales
- Fewer Turndowns
- Higher Average Sale
- 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:
- "Features & Benefits" 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 ..."
- Internet shoppers
Day Two - AM: Steps to running a service call
- Drive time
- Arrive on the scene
- Your first 60 seconds
- The complete inspection
- The Paper Towel Close
- The rehearsal
- The setup
- Presenting the product
Day Two - PM: Closing and Overcoming Objections
- Presenting the price
- Closing
- Multiple closing attempts
- Nibble your way to success
- Getting the signature
- Your Four "Fallaback Responses"
- The "Price Complaint"
- The "Features & Benefits" Close
- Internet shoppers
- "I have to talk this over with ..."
- "I want to wait ..."
- Preventing complaint calls
- Collecting
- Your final exit
