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Charlie Greer's HVAC Profit Boosters - 1-800-963-HVAC
Topic: Sales
Techniques for Service Technicians
Course Title:
2-Day
Service Technician Survival School DAY
ONE:
- The "Salesman Stigma"
- The 12 "C's" of Service Sales
- Benefit Selling
- Always Quote More than the Bare Minimum
- Secret Scientific Sales Techniques
- Word Pictures with Emotional Triggers
- Establishing Rapport
- Listening Skills
- Say as Little as Possible.
DAY TWO:
- Steps to running a service call
- Upgrading Repairs to Replacements
- Making a Service Agreement Sale on Every Service Call
- Selling IAQ
- Overcoming the "price objection"
- Overcoming "I want to think it over"
- Overcoming "I have to talk to my husband, wife or some other vague higher
authority
- Overcoming "If it ain't broke, don't fix it."
- Overcoming "I have a friend or relative in the business"
72 page workbook.
Price:
- $10,000
- Includes Charlie Greer's travel, hotel and seminar workbooks
- No limit on attendance.
Course length: Two days
Testimonial #1:
Thanks again for the training. It wasn't until this weekend that I
realized the real benefit of you coming. I thought we were only getting some
sales training, but it turned out to be allot more than that. The real
benefit is a service business model that for what ever reason I had not seen or
recognized in the past. It has been right in front of me for years! Your
model is what we will adapt to as our standard for running service/sales calls.
I look forward to working with you in the future. -- P.H., Contractor
Testimonial #2:
"I was in attendance at your seminar in Memphis earlier this
month. It has started paying off. In the one and a half years I have been working flat rate, I have
only sold a handful of service agreements, mostly by accident.
"The second week back
from the seminar I have had a 100% success rate at closing on our most expensive
service agreement plan to all of the no service agreement customers I have
visited. My boss is very impressed.
"The motto, 'We don't work on dirty equipment,' has paid off very
well right from the start. On my calls where they already have a service
agreement, I have been doing a whole system diagnostic and raising the total
ticket income by selling new parts to replace ones about to fail and selling
cleanings.
"Tonight was the first time I have had the opportunity to use the
replace vs. repair chart.
It helped me turn a $450 control board call into a furnace replacement. I
was
thrilled.
"I have to say that going to the seminar in Memphis is one of the
best things that could have happened to me as a service technician. I never
thought a two day seminar could have doubled my check following it, but it did.
Thank you."
--B.S., Service Technician (sent approximately one month after attending)
Testimonial #3:
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