CONTRACTOR TRAINING

Master Selling

• Master Selling is sales training for the experienced sales person. The purpose of the class is to re-ignite a passion for sales, to help an experienced sales person proactively respond to the significant shifts in consumerism, and give attendees a fresh set of strategies and tactics that will help them close more jobs at a higher price.
• Master Selling is a role play based class. Each attendee will have daily opportunities to practice their craft while receiving constructive feedback. Role playing is an effective way to learn from each other while taking the first steps towards better sales execution.
• Master Selling includes a complete sales book and sample price pages. Attendees will also receive a comprehensive workbook for notes and take-away observations.

Who should attend? Owners, Sales Managers, Salespeople

Key Skills

• Integrating current consumer shifts into a new sales model
• Active listening improvement
• Customer-centric ‘needs analysis’
• Creating a Consumer Experience that sets a company above the rest
• Designing a purpose driven ‘Company Story’ that creates meaningful differentiation
• Up-front pricing
• 4 Step Sales System
• Improved variable air flow presentations
• Effective 2 stage presentations
• Understanding the cause of most objections: Prepare to win
• Resolving objections through collaboration and consultation
• Practical follow-up strategies to improve post appointment conversion
• Referral generation tactics that are sustainable

Fundamental Success

• Fundamental Success is sales training for a new salesperson or a person joining the HVAC industry from another field. The purpose of the class is to provide attendees with the basic skills needed to build value, sell high efficiency systems, sell accessories, ask for the order, and close the job. This class helps attendees understand that a solid sales foundation is the key to future success in our industry.
• Fundamental Success is a role play based class. Each attendee will have a daily opportunity to practice the basics of good salesmanship while receiving constructive feedback. It’s very low pressure and an outstanding way to learn.
• Fundamental Success includes a complete sales book and sample price pages. Attendees will also receive a comprehensive class workbook for notes and take-away observations.

Who should attend? Owners, Sales Managers, Salespeople (new or newly hired)

Key Skills

• Goal setting
• Professionalism: The emotional significance of the best first impression
• Beginning a sales call in an engaging manner
• Active listening skills
• Needs analysis
• Up-front Pricing
• 4 Step Sales System
• Benefit based product presentations
• Accessory sales strategies
• Understanding the root of objections
• Resolving objections
• Follow-up fundamentals

Service Sales Excellence

• Service Sales Excellence is designed for Service Technicians that can either generate leads for their business or are able to sell systems to homeowners. The purpose of this class is to help Service Technicians generate more high quality leads, increase their average ticket price, and to help them close more jobs at a higher price.
• Service Sales Excellence is a role play based class. Each role play highlights a specific skill that will help the Service Technician become more effective in the field. The role play scenarios are very low pressure, interactive, and an incredible way for the entire class to learn together.
• Service Sales Excellence includes a complete sales book and sample price pages. Attendees will also receive a comprehensive class work-book for notes and take-away observations.

Who should attend? Owners, Service Managers, Service Technicians

Key Skills

• Professionalism: On-site conduct can make the difference
• Communication skills: Verbal, non-verbal
• New rules for gender intelligence
• Increasing an average ticket price
• Effectively answering the ‘What would you do?’ question
• Up-front pricing
• 4 Step Sales System
• Improving maintenance agreement sales
• Resolving objections
• Generating a consistent stream of high quality leads

Referral Generation and Social Media Strategy

• This intensive training class prepares a business owner to generate better referral business while leveraging social media’s incredible capabilities. The purpose of this class is to help businesses create an interconnected consumer experience that can be leveraged for referral business. The class will also provide attendees with an objective understanding of social media strategies across major platforms: Facebook, Twitter, Pinterest, and Blogs.
• This training is highly interactive. Attendees are encouraged to bring laptops and tablets to enhance the participation and learning. This training includes a complete referral generation manual and a “blueprint” for designing future social campaigns

Who should attend? Owners, Marketing/Sales Managers, Administrative

Key Skills

• Designing a cohesive company ‘story’
• Determining roles and accountabilities for referral activities
• Implementation tactics
• Referral tactics
• Incentive structures to drive the right behavior
• Developing a Facebook ‘brand’
• Understanding Twitter for business
• Visual storytelling with Pinterest
• Blog format evaluation and first steps

DISTRIBUTION TRAINING

Fundamental Territory Success

• There is a substantial difference between presiding over a territory and managing a territory. The purpose of this class is to help Territory Managers improve execution and sales in three ways: Improved territory maintenance, existing account growth, and new account acquisition. This training focuses heavily on the fundamentals of sound territory planning, strategy, and execution.
• Fundamental Territory Success is a role play based class. Participants will have daily opportunities to practice real-world B2B skills while receiving constructive feedback.
• Fundamental Territory Success includes a complete class workbook, a comprehensive course overview, and specific skill-set training resources to reinforce best practices.

Who should attend? Sales Managers, Territory Managers

Key Skills

• Defining a ‘healthy’ territory in the short-medium-long term
• Proactive goal setting and planning to prevent cyclical sales
• Developing a unique value proposition to create differentiation for a distributor
• Professional active listening: Benchmark of a pro
• Utilizing a dealer ‘needs analysis’ to create a performance benchmark
• Intentional Sales Planning and professional time management
• Individual account planning/execution to ensure sales goals are met
• Repairing the dealer sales process
• Prospecting best-practices to ensure a consistently filled pipeline

Dealer Boost

• Capturing more sales from existing accounts is a cornerstone of a well-managed territory. The purpose of this class is to help Territory Managers develop more effective sales strategies, tactics, and execution for their existing accounts. This training focuses on leveraging a more comprehensive understanding of a business owner’s true goals in order to capture more of his existing business.
• Dealer Boost is a role play based class. Participants will have daily opportunities to practice the account development skills needed to improve their sales.
• This class includes a complete class workbook and a series of sequential development resources used to reinforce best practices.

Who should attend? Sales Managers, Territory Managers

Key Skills

• Purpose driven sales activities that matter to your accounts: Be relevant
• Understanding and overcoming the structural challenges facing small, medium, and large accounts
• Goal setting: Quantitative and qualitative planning for success
• Process and procedure planning: Determining people, processes, and procedures needed to execute
• Designing a positive leverage value proposition
• Tactics for overcoming objections/resistance
• Designing metrics that matter to the client

Major Account Prospecting

• Converting high value prospect targets is the mark of a true Territory Manager. These high value accounts, however, pose unique challenges and require a specific skill set. The purpose of this class is to equip a Territory Manager with the most effective strategies and tactics needed to accomplish this goal. From getting past the gatekeeper to handling objections, attendees will leave better prepared to convert their best prospect targets on an on-going basis
• Major Account Prospecting is a role play based class. Participants will have daily opportunities to practice the prospecting skills needed to be effective with high value accounts.
• Major Account Prospecting includes a complete class workbook and a series of sequential development resources used to reinforce best practices.

Who should attend? Sales Managers, Territory Managers

Key Skills

• Defining a ‘Major Account’
• Overcoming the challenges of a long sales cycle
• Preparation: Materials that make an impact
• Getting past the gate keeper
• Leveraging implication and profitability
• Designing an impactful value proposition
• Resolving objections
• Short-Medium-Long term conversion benchmarks