Residential Sales

What Our Students Are Saying...

Excellent program! It helped hone me all of my skills for every job.

Its a wonderful course, well taught and extremely useful.

This course taught me new sales techniques, marketing strategies, and gave me increased confidence in my abilities. I would recommend this course to all HVAC sales people. - Jason H.

This two-day seminar will enable both new and experienced service sales professionals to develop or enhance the fundamental skills required to sell residential HVAC services. Participants will also learn the art of service territory and account development. The graduate of this seminar will have the tools and training to perform the residential service sales functions.

Who Should Attend

Experienced and new residential service sales professionals who wish to develop or enhance fundamental HVAC/R selling skills in order to promote ideas, products, services, and their company.

Skills and Insights Gained

• Become an effective service sales professional.
• Develop territories/key accounts by establishing sales strategies and tactical plans.
• Develop action plans focused on fulfilling customer requirements.
• Create relationships, not just sales, that will lead to continuous opportunities.
• Prioritize your sales funnel activities based on probability of close.
• Perform accurate equipment or residential surveys and service estimates.
• Develop and write professional residential sales contract proposals.

What You Will Learn

Day One
8:30 AM–4:30 PM

Co-buyer selling technique

The co-buyer selling technique is the way customers today prefer to buy, rather than be sold. Utilizing a step-by-step selection of options process, the salesman assists the homeowner in applying the system that is right for the family, their finances, and their lifestyle. Closing becomes a natural part of the process and profits and closure rates increase.

Face-to-face Selling Fundamentals

This section instructs the participant in the fundamentals of salesmanship, establishing rapport, probing, listening, exploring options, presenting solutions, handling objections, and selling benefits. It provides participants the opportunity to practice the materials through real life role-playing in residential service sales situations.

Traits of a High Achiever Salesperson

Review core and skill-specific competencies that constitute a high achiever salesperson. Learn the importance of knowing your markets, products/services, and competitors’ product/services and having the sales skills to successfully position yourself with your customers. You’ll be given analysis tools to assess your competencies and to develop or improve on competencies on a continuous basis.

Home Owner Needs and Wants

This section explains what homeowners typically need and want. This section stresses the importance of fully understanding your customer’s needs in order for the salesperson to find ways to add value.

Competitor Profiles

Learn how to identify competitor “weaknesses” so you can successfully position your company with your customers.

Target Marketing Strategies

Learn how to develop your own target marketing direct sales strategies and tactics.

Prospecting Strategies

Discover how you can develop successful sales strategies and tactics to find profitable business. This section includes topics on direct mail, telemarketing, developing referral systems, and how to link maintenance service proposals to new equipment installations.

Day Two
8:30 AM–4:30 PM

Territory and Time Management

Learn how to develop and implement a well-structured Individual Sales Strategy and Tactical Plan. The plans cover how to sell and position your HVAC services - sales funnel development, salesperson individual break-even analysis, and direct sales time and territory management. This section stresses monitoring, reporting and performance management of plans.

Qualifying Skills

Develop skills that identify if the opportunity is real, worth it, and winnable. This section develops your ability to quickly qualify and prioritize deals by greatest return on your time, and what will maximize your company’s profits.

Home Survey and Equipment Data Gathering

Learn how to conduct a building HVAC survey. Explore information-gathering strategies to identify equipment or system load requirements, age, accessibility, and past problems, as well as obtaining as-built drawings and copies of any existing HVAC vendor contracts.

Equipment selection

This section teaches the student to select a system that is right for the homeowner’s lifestyle and finances. The salesman becomes the subject matter expert and guides the homeowner to select the appropriate system.

Applying Service Agreements and Accessory Strategies

A proposal with only the main equipment will not maximize margins or may not be the best option for the buyer. Strategies with which to add these items to the sale will be discussed and practiced.

Proposal Writing Strategies

Develop professional HVAC maintenance proposal strategies to win the business. You will receive sample Word proposals, which will allow you to quickly give your customers professional and flexible, multi-option solutions while reducing the liability and risk to the company.

Case Studies - Surveying, Estimating and Proposal Writing

Analyze real life case studies and practice all of the functions necessary to develop and present profitable retrofit and maintenance proposals.

Sales Resource Guide

All of the course materials and workbook case studies are presented in a Sales Resource Guide each student receives at the beginning of the program.