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Course Information
Sales - Negotiating Commercial
Projects special project and replacement
work sales training to gain higher margin work through negotiating.
Learn to qualify and set a plan of action to confirm the
work
needed, present unique solutions and generate great retrofit/repair
and replacement proposals.
- Learn how to qualify opportunities
- Build long-term relationship by negotiating
- Offer unique solutions and packages
- Learn about estimating strategies
Instructor Information
Jim Graening is a 26 year veteran of the HVAC industry. Educated
at the University of Akron for business,
HVAC and electronics, Jim has attended various HVAC/R industry
schools and
has a background in business management and sales, as well
as, being a published
author. He has worked in the construction, HVAC and service
related industries since
1979 as a sales executive, sales manager, general manager,
owner and international
consultant. Jim has been a featured speaker at several industry
trade conferences
and recently completed a ten CD audio instruction package
on commercial sales that
is available to independent contractors thru EAI.
TESTIMONIALS
- Jim is a world-class trainer and veteran of the HVAC industry.He
uses a very systematic approach to the sales process and
allows for a great deal of
interaction and real world role-playing for the sales people.
Jim has received excellent reviews from his students in
the past. As far as OJT vs. training, it is well worth
the money and time for your new sales-person to start their
career with this type of structured training.
-- Eric Kuns, Bruner Corporation
"Jim's class is the most intense,
industry specific training and sharing event I've
ever attended. Jim Graening really is a world class trainer.
I would strongly
recommend this class to anyone striving to become a sales
PROFESSIONAL."
- John Sole, Air-Temp
2/24-2/25
Location: Canton, OH
Commercial Series
Gold Members - Free
Blue & Associate Members - $300
Non EAI Members - $600
Register
Online
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