That is not the way to sell, that is not the way to think, that is not the way to live and that is not what my courses on in-home selling skills are about.

The short version of my definition of true, professional salesmanship is simply the ability to reach an agreement with a customer in the shortest amount of time possible. That’s not as simple as it sounds. Being able to reach an agreement with your customers in the shortest amount of time possible means you have a planned procedure that includes methods to:

• High-pressuring anyone to make a decision

• Ever being at a loss for words

• Overstaying your welcome.

When I run a call, I not only want to close the sale, I want my conduct in the home to improve the public’s perception of the HVAC industry. Every time I run a call, I try to leave the door that much more open for the next HVAC professional to enter my customers’ lives.

COURSE AGENDA:
This is a one-day course.  As there is a lot more to success in selling replacements out of a service truck, so the first half of the day covers just about everything having to do with selling replacements out of a service truck, except for the actual in-home selling procedure and selling skills for service techs.  It's called the "Management Session," and it's appropriate for small shops where the contractors/owners still run service calls themselves, as well as for large companies with service managers and sales managers.  I've been formatting the seminar this way for the past year and it's working out very nicely.

The second half of the day is called the "Co-Worker Session," and that's when selling skills are taught.

As a rule, it's best if the contractor/owner/managers come for the entire day (they're required to come to the morning session), and they send their techs to the afternoon session.

• Why you train your techs to sell replacement equipment

• Giving service techs price books...should you?
• Making your service team into a sales team
• Preventing conflicts between salespeople and service techs who sell equipment
• Paying sales incentives
• Pricing replacements
• Reasonable goals for service techs.

Who should attend:
Contractors, service managers and sales managers.

• 10 step process for converting repair calls to replacement equipment sales

• 10 best and worst things to do on a service call

• Visual aids designed for service techs and a workbook.

• Service technicians, incoming call-takers, dispatchers, sales managers, marketing personnel attend the afternoon session.

• Contractors and managers should plan on attending the Management Session in the morning and staying through the Service Technician Session in the afternoon.