Slacker's Guide
to HVAC Sales
on Audio CD

Click here to listen to a 13-minute sample:  "High Pressure Don't Work!"
Click here to read:  How does "Slacker's Guide" compare to the "Tec Daddy" series?
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”

SLACKER'S GUIDE TO HVAC SALES
ON AUDIO CD:  $499
Additional copies are only $99!
Use one technique from this series to close one sale, and it’s paid for itself!

Two ways to buy:

1.  Click here to purchase online using our secure server

or

2.  Call 1-800-963-HVAC (4822)

Click here to read the topics covered on individual discs.
Click here to listen to a 13-minute sample:  "High Pressure Don't Work!"
Click here to read:  How does "Slacker's Guide" compare to the "Tec Daddy" series?
Click here to read:  "How did you come up with such a crazy name?"

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Call 1-800-963-HVAC International +1-941-454-1131