2-Day Service Technician Sales Course

Charlie Greer's HVAC Profit Boosters - 1-800-963-HVAC

Who should attend: Contractors and Plumbers, Electricians, and HVAC Service Technicians

Course Objectives:

  • More Sales
  • Fewer Turndowns
  • Higher Average Sale
  • Higher Income for Everyone
  • Increased Confidence
  • Higher Self-Image
  • Improved Company Image

 

AGENDA:

Day One - AM: Salesmanship

  • What is the Purpose of Your Job?
  • The Salesman Stigma
  • They Don’t HAVE to Like You
  • Are You Talking Yourself Out of Sales?
  • Before saying anything...
  • Questions are the Answer
  • Developing Your Listening Skills
  • Before Recommending Anything, First Establish ...
  • Keep It Short and Simple
  • Educating vs. Enlightening
  • Eye Contact
  • Jerks Buy!
  • Project a "Positive Level of Expectation"
  • Positive Mental Attitude
  • Un-sellable calls
  • It’s OKAY to Pre-Judge Your Calls!
  • Keep Track of Your Numbers
  • Goal-setting.

Day One - PM: Overcoming Objections:

  • "Features & Benefits" Close
  • "I want to think it over..."
  • "I have to talk to ..."
  • "Your price is too high!"
  • "I want to get other bids."
  • "I'm going to hold off at this time ..."
  • Internet shoppers

    Day Two - AM: Steps to running a service call

    • Drive time
    • Arrive on the scene
    • Your first 60 seconds
    • The complete inspection
    • The Paper Towel Close
    • The rehearsal
    • The setup
    • Presenting the product

    Day Two - PM: Closing and Overcoming Objections

    • Presenting the price
    • Closing
    • Multiple closing attempts
    • Nibble your way to success
    • Getting the signature
    • Your Four "Fallaback Responses"
    • The "Price Complaint"
    • The "Features & Benefits" Close
    • Internet shoppers
    • "I have to talk this over with ..."
    • "I want to wait ..."
    • Preventing complaint calls
    • Collecting
    • Your final exit

      Includes 82-page workbook.

      Contact Us to book a seminar

      Click here for pricing.

      Charlie Greer's HVAC Profit Boosters - 1-800-963-HVAC