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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 Click here to learn the Overall Goals of the course. Click here to see the Daily Agenda of the course. Course Description:
Testimonial #1: "I was in attendance at your seminar in Memphis earlier this month. I absorbed a lot of the information. I took your advice and started using your techniques on the calls that I thought I was going to come up empty- handed. After one awkward attempt and then some practice, 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. "After some practice and confidence building, 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. "Yesterday, I had a customer turn down the platinum for a gold for the first time, I was rather disappointed. When I mentioned this in front of my boss, he pointed out, that two months ago, I wouldn't have even sold that. In that light, a gold plan sale is better than no service agreement sale at all. "I have been looking through the book you gave us and working on this technique and feel I have it down pretty well. 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. I have practiced it with a co-worker and have been
dying to go on a call with the right circumstance to use it. Well, it arrived.
It helped me turn a $450 control board call into a $2200 furnace replacement. I
was "By the way, I am a tech who works on straight commission. 20% of the total ticket on service, 10% of the total ticket on replacement equipment, plus selling bonuses for add on equipment and service agreements. So your class has helped me greatly!!!!!!! "This morning we went over our monthly stats at the office.
Last year I averaged $14.84 per hour. So far this year I have averaged $22.96
per hour. And of course, we are still in shoulder "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 double my check following it, but it did.
Thank you." Testimonial #2: |
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 "Eleven
members of our company recently attended 'Service Sales 101.' Seldom have
I attended a seminar which delivers so many common sense, practical techniques.
To reinforce our training, we participated in several energizing exercises which
helped us develop our own personal communication styles.
"By the end of the second day, our techs realized that a good salesman is not an adversary but an advocate who assists his clients in choosing the best solutions. They now view sales as a responsibility, not a conquest. Technicians. Following Charlie Greer’s philosophy of sales will not only improve their sales performance, they will bring dignity and integrity to the PHC sales profession. |
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OVERALL
GOALS OF THE COURSE: No one excels at their job until they commit to both the career and the actual job they're in at the moment. So the first half-day covers that. Many people live their lives one day at a time. Most techs live their lives one call at a time. Over the weekend, they'll begin to plot their career and should come back wanting to discuss their opportunities for advancement in the company. During the second half of the first day they'll overcome their own self-consciousness regarding prices, profits, the sales aspects of the job and any guilt they might feel over earning commissions. They'll also overcome any false notions they have regarding whether or not the customer has the money or desire to have the job done right and learn how to collect on every call. They'll learn how the customer benefits when the contractor makes a profit. Day number two gets down to the specifics of selling, such as features and benefits, add-ons, closing and handling objections. One of the advantages of Charlie Greer's training is that they will receive word-for-word scripts. The course features a lot of practice, done in a non-threatening manner to which even the shyest of service techs will not object, assuring that they will be able to use what they learn as soon as they get home and get to work.
DAY TWO:
Course length: |
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