When

Tuesday December 11, 2018 8:00 AM CST
to
Thursday December 13, 2018 5:00 PM CST

Add to Calendar

Where

Thryv Hotel and Conference Center 

2200 West Airfield Drive
Grapevine, TX 76051
US  

 

 
Driving Directions 

Activities

  • Tuesday (8:00 AM - 5:00 PM)
  • Wednesday (8:00 AM - 5:00 PM)
  • Thursday (8:00 AM - 5:00 PM)

    Hotel Room Reservations:


    To Book a Room at Thryv Hotel and Conference Center call 800-731-6131 and reference Service Roundtable for a discounted price.



    Contact

    Tim Herbert 
    Tim.Herbert@serviceroundtable.com

    SPECIAL SESSION OF

    CHARLIE GREER'S Ultimate HVAC Sales and Profits

    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 industry. He's worked with hundreds of companies, big and small, to improve the performance of their sales people.

    In this class, Charlie will explain exactly what he does, and what your salespeople can do, to improve their closing rate, sell more add-ons and accessories, generate more referrals, and a whole lot more.

    Here's the class agenda:

    Salesmanship

    • What is the Purpose of Your Job?
    • The Salesman Stigma
    • hey Don' 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.

    Overcoming Objections:

    • "Quantifying Quality"
    • "List of Talking Points"
    • "Features & Benefits" Close
    • The "Cost of Waiting" 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 ..."

    Steps to running a replacement sales call

    • Attire and grooming
    • The scriptedpresentation
    • The incoming phone call
    • Pre-call planning
    •  The confirming phone call
    • Mental preparation
    • The approach to the home
    • Your first 60 seconds
    • The questionnaire
    • Summaries
    •  The room-by-room inspection
    •  The equipment inspection
    •  Drawing the home
    •  Give 'em a break!
    • Equipment selection
    • The sales presentation
    •  Understanding the Cost Comparison Charts
    • The Energy Savings Presentation
    Closing Techniques
    • The "Walk-through" Close
    • The "Paper Towel" Close
    • The "Permission to Make a Profit" Close
    • The "Optional" Close
    • The "Installation Fee" Close
    • The "Proposal" Close
    • Following up.
    Expenses:
    • Alliance for HVAC Tuition: FREE
    • Alliance for Plumbing Tuition: $749
    • Service Roundtable Tuition: $1499
    Limit 2 attendees per company.


    **Training Cancellation Policy**
    We work hard to keep the cost of our training as low as possible so that we can offer many different training options on a regular basis. No-shows and late cancellations cause us to incur unnecessary charges that could otherwise be avoided. You may cancel your attendance in any program up to 10 days prior to the date of the event without a charge or penalty. Cancellations within 10 business days of the date of the event will incur a $100 cancellation charge. No-shows will be charged the full rate for the training (or a minimum of $250 per day of training missed) that they fail to attend. These charges apply to ALL attendees (including Service Nation Alliance members) regardless of the price originally paid.