Slacker's Guide
to HVAC Sales
on Audio CD

UPDATE:  The series has been completed and sent to the manufacturer for replication.

Release date: On or before December 1, 2007.  See our "Special Production Offer" below.

Click here to read:  "How did you come up with such a crazy name?"

TOPICS COVERED: 

Disc 1:  Introduction

1. What is the purpose of your job?
2. They don’t have to like you

Disc 2:  The TRUTH About Salesmanship

1. The “salesman stigma”
2. What does it take to succeed in sales?
3. High pressure doesn’t work!
4. What is a good closer?
5. Defining excellence in sales

Disc 3: The Twelve “C’s” of Sales

1. Customer
2. Control
3. Cooperation
4. Conviction
5. Communication
6. Commitment
7. Confidence
8. Competence
9. Close
10. 11., & 12.   Cash, Check or Credit Card?

Disc 4:  Scientific Sales Secrets

1. Brain chemistry
2. Behavioral science
3. Somatic responses
4. Dentrites
5. Pyshoneuromotorlinguistics
6. Post-hypnotic suggestion

Disc 5:  Differentiating Yourself

1. Quote more than the bare minimum
2. Why should I buy from you?
3. Introduction to “Features & Benefits”
4. “Features & Benefits” list

Disc 6:  The Lead Up to the Sales Call

1. Attire and grooming
2. The “scripted” presentation
3. The incoming phone call
4. Pre-call planning
5. Mental preparation
6. The approach to the home

Disc 7:  The First Fifteen Minutes

1. Your first 60 seconds
2. The questionnaire
3. Summaries
4. The room-by-room inspection

Disc 8:  The Analysis and Presentation

1. The equipment inspection
2. Drawing the home
3. Give ‘em a break!
4. Equipment selection
5. The sales presentation

Disc 9:  Energy Savings and Closing

1. The “Cost Comparison Charts”
2. The “Energy Savings Presentation”
3. The “Walk-through Close”
4. Trial Closes
5. The Initial Close

Disc 10:  Closing Techniques

1. More closes
2. The “Optional Close”
3. The “Installation Fee Close”
4. The “Permission to Make a Profit Close”

Disc 11:  The “Price Objection”

1. Price complaints
2. The “Features & Benefits Close”
3. The “Negotiated Close”
4. The “Quality, Service, Price Story”

Disc 12:  Common Objections

1. “I want to think it over” – the easy ones
2. “I want to think it over” – the hard ones
3. “I have to talk it over with…”
4. One-leggers

Disc 13:  “I want to get other bids”

1. “I want to get other bid” – the easy ones
2. “I want to get other bid” – the hard ones

Disc 14:  Final Closing Attempts

1. “I want to wait … my unit’s still running.”
2. The “Return on Investment Close”  (Part 1)
3. The “Return on Investment Close”  (Part 2)
4. The “Proposal Close”
5. Following up

Disc 15:  When the phone isn’t ringing

1. Using your service base to generate sales
2. Using service agreements to generate sales
3. Teaser files

Forms CD:

1. Customer Information/Questionnaire
2. Work Order/Proposal
3. Annual Operating Cost Charts
4. Hourly Operating Cost Chart
5. Return on Investment Form
6. The “Paper Towel Close”

SPECIAL PRODUCTION OFFER!
Offer expires December 1, 2007

Regular price: $500
Production offer:  $400

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