Slacker's Guide to HVAC Sales
on Audio CD

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Click here to listen to a 13-minute sample:  "High Pressure Don't Work!"
Click here to read:  "How did you come up with such a crazy name?"

TOPICS COVERED: 

Disc 1:  Let's Get Started

1. Introduction (13:14)
2. What is the purpose of your job?(11:11)
3. They don’t have to like you (13:09)

Disc 2:  The TRUTH About Salesmanship

1. The “salesman stigma” (5:41)
2. What does it take to succeed in sales? (12:42)
3. High pressure doesn’t work! (12:51))
4. What is a good closer? (13:29)
5. Defining excellence in sales (4:43)

Disc 3: The Twelve “C’s” of Sales

1. Customer (10:07)
2. Control (5:40)
3. Cooperation (3:15)
4. Conviction (1:18)
5. Communication (1:25)
6. Commitment (4:02)
7. Confidence (8:22)
8. Competence (3:01)
9. Close (1:08)
10. 11., & 12.   Cash, Check or Credit Card? (:47)

Disc 4:  Scientific Sales Secrets

1. Brain chemistry (4:22)
2. Behavioral science (6:17)
3. Somatic responses (7:37)
4. Dentrites (13:32)
5. Pyshoneuromotorlinguistics (16:00)
6. Post-hypnotic suggestion (12:10)

Disc 5:  Differentiating Yourself

1. Quote more than the bare minimum (11:55)
2. Why should I buy from you? (16:18)
3. Introduction to “Features & Benefits” (1:38)
4. “Features & Benefits” List (16:55)

Disc 6:  The Lead Up to the Sales Call

1. Attire and grooming (11:27)
2. The “scripted” presentation (5:25)
3. The incoming phone call (4:44)
4. Pre-call planning (4:11)
5. Mental preparation (4:54)
6. The approach to the home (7:06)

Disc 7:  The First Fifteen Minutes

1. Your first 60 seconds (16:42)
2. The questionnaire (7:18)
3. Summaries (10:33)
4. The room-by-room inspection (16:21)

Disc 8:  The Analysis and Presentation

1. The equipment inspection (20:30)
2. Drawing the home (8:10)
3. Give ‘em a break! (6:30)
4. Equipment selection (12:05)
5. The sales presentation (14:38)

Disc 9:  Energy Savings and Closing

1. The “Cost Comparison Charts” (9:24)
2. The “Energy Savings Presentation”(19:00)
3. The “Walk-through Close”(6:27)
4. Trial Closes (10:08)
5. The Initial Close (8:23)

Disc 10:  Closing Techniques

1. More closes (9:33)
2. The “Optional Close” (14:11)
3. The “Installation Fee Close” (5:49)
4. The “Permission to Make a Profit Close” (4:05)

Disc 11:  The “Price Objection”

1. Price complaints (15:33)
2. The “Features & Benefits Close” (8:34)
3. The “Negotiated Close” (11:42)
4. The “Quality, Service, Price Story” (5:57)

Disc 12:  Common Objections

1. “I want to think it over” – the easy ones (10:23)
2. “I want to think it over” – the hard ones (18:43)
3. “I have to talk it over with…” (5:20)
4. One-leggers (5:23)

Disc 13:  “I want to get other bids”

1. “I want to get other bids” – the easy ones (5:36)
2. “I want to get other bids” – the hard ones (31:00)
3. "I have to talk it over with..." (5:20)
4. One-leggers (5:23)

Disc 14:  Final Closing Attempts

1. “I want to wait … my unit’s still running.” (4:55)
2. The “Return on Investment Close” (Part 1) (12:16)
3. The “Return on Investment Close”  (Part 2) (10:18)
4. The “Proposal Close” (5:01)
5. Following up (10:45)

Disc 15:  When the phone isn’t ringing

1. Using your service base to generate sales (12:36)
2. Using service agreements to generate sales (5:52)
3. Teaser files (2:46)

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. Example of the “Paper Towel Close”

SLACKER'S GUIDE TO HVAC SALES
ON AUDIO CD:  $499

Use one technique you learn from this series to make one sale,
and it's paid for itself!

For a limited time:  Additional copies are only $99!
 

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