When

Wednesday October 2, 2019 9:00 AM CST
to
Friday October 4, 2019 5:00 PM CST

Add to Calendar

Where

Service Nation Alliance Training Facility 
750 Canyon Dr Ste 200
Coppell,TX 75019
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)

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    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.
    Cancelation Policy

    Free Classes
    No fee if notified at least 10 business days prior to event.

    $499 fee per registrant if notified less than 10 days prior to event, or if registrants don't attend.

    Paid Classes
    100% refund if notified at least 10 business days prior to event. 
    No refunds if canceled less than 10 days prior to event, or if registrants do not attend.

    To cancel attendance for any training event, call 877-868-5902 or send email to success@serviceroundtable.com with course title, start date, and registrant's names.