CHARLIE GREER'S Ultimate HVAC and Plumbing Technician

Charlie is an award-winning trainer and consultant who has spent years working in the field, honing his skills. Now he's teaching others the system he used to become one of the most successful salespeople in the HVAC and Plumbing industries. He's worked with hundreds of companies, big and small, to improve the performance of their sales people.

In this class, your technicians will learn how to increase their sales by delivering a superior level of service.This means they'll learn to do a more thorough inspection, draw up a comprehensive list of every single defect they see (in order of priority), and go over it with their customers. That's really all you have to do to increase sales. No mind games, no word games, no manipulation -- just be a really good hvac/plumbing technician, and don't be afraid to point things out.

 The course includes a nearly 100-page manual that is filled with scripts and helpful information.

Here's the class agenda:

 Salesmanship:

• What is the purpose of your job?
• Is service technician a sales position?
• The salesman stigma
• They dont 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. Enlightenment
• Eye contact
• Jerks buy!
• Project a "positive level of expectation."
• Positive mental attitude
• Un-sellable calls
• Don't buy into their sob stories
• The most important thing to stress
• Benefit selling - why should they buy from you?
• Never quote the bare minimum!
• Is it okay to pre-judge your calls?
• Keep track of your numbers
• Goal-setting
• Selling Indoor Air Quality(HVAC)
• Selling Water Purification and Treatment(Plumbing)

 Steps to providing a superior level of service:

• Drive time
• Arrive on the scene
• Your first 60 seconds
• The complete inspection
• The paper towel close
• The rehearsal
• The setup
• Presenting the product
• Presenting the price and closing
• Multiple closing attempts
• Nibble your way to success
• Getting the signature
• i want to wait,if it aint broke, dont fix it
• Do the work
• Your final exit and collecting

 Overcoming objections:

• Your four fallback responses
• The price complaint
• The features and benefits close
• I just found that part for very little money on the internet
• I have to talk this over with ...