Advanced Commercial Service Sales

This two-day seminar will enable experienced service sales professionals to refine or enhance the skills required to sell commercial HVAC/R service. Participants will also learn the art of service territory development and have an introduction into to the RFP (Request For Proposal) and design/build process.

Who Should Attend

Experienced commercial service sales professionals, managers and owners wishing to develop their skills and promote the concepts, products, and/or services of their organizations will find this program invaluable.

Skills and Insight Gained

• Refine your skills as an effective service sales professional
• Reinforce the use of the 6-step selling cycle to aid in growing business, improving customer relationships, and achieving higher gross margins
• Demonstrate proficiency in the use of the 10 qualifying questions used to reach a positive customer decision
• Use interactive role-play to confirm effective questioning, listening,and qualifying skills process
• Learn to implement a complete single-source commercial selling system
• Learn to differentiate your commercial service sales offerings from your competition
• Successfully position and close commercial service projects and preventive maintenance opportunities

What You Will Learn

Day One
8:30 AM–4:30 PM

Introduction

This section instructs the participant in the steps for analyzing the commitments, focus of the course, time management, and the ultimate selling process for the HVAC/R industry.

Selling Services, the Conceptual Sale

This section instructs the salesperson on recognizing the intangibles of service and sales. It guides the student on the importance of presenting a concept by understanding customer needs, objective and plans.

Planning & Goal Setting

In this section, the attendee is instructed on what goals are, methods for creating effective goal, and determining requirements and timelines for working toward a goal.

Suspects & Prospects

This section instructs the participant on the differences between suspects and prospects. In addition, they will learn the importance of lead generation, effective marketing, and tracking and documentation.

Day Two
8:30 AM–4:30 PM

Customer-Focused, Relationship-Selling

Discover how you can set effective appointments, the importance of Q-L-Q, why the customer is really buying, and the differences and use of R-F-Ps.

Pricing Projects & Preventive Maintenance

Learn how to develop and implement a well-structured customer site survey, what selections to offer, and related resources.

Resource Guide

All of the course materials and workbook forms and articles are presented in a 3-ring binder for easy reference for your individual review.