HVAC Selling Tech Training 8.21.18 Onsite
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8/21/2018 to 8/22/2018
When: Aug. 21st - Aug. 22nd
9:00 AM - 5:00 PM (PST)
Where: TE Spall & Son, Inc.
58 Hospital St.
Carbondale, PA  18407-1850
United States
Contact: Kyle Keeton

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Course Price: $1,199

Course Overview:


Many of you would agree that technicians have the potential to be our best sales people because customers trust them. It's easy to see why a customer prefers a service tech over a "salesman." In the customer's mind the service tech is there to help — period. There's no other agenda: fix it, charge a fair price, and get out.


So, why are techs so hesitant to sell? There are at least two reasons: a false belief that to be effective, you have to be pushy, and they lack a process that can easily be followed.


We will introduce the tech to the most important and useful tool available, the Comfort Survey. The Comfort Survey is an excellent way for the tech to build trust and rapport with their client while discovering their needs and wants in a conversational manner. By attending HVAC Selling Tech, you will develop advanced communication skills, learn how to ask the right questions, present multiple solutions to work within the client’s budget, upsell add-ons, and handle objections to close more calls.


Why Your Selling Tech Should Attend:

This hands-on workshop will strengthen your techs’ communication skills and confidence in an engaging environment.  With this course, techs will receive a copy of the revamped Comfort Survey. We will show your technician’s a new perspective, that their role is to educate the client to assist them in making an informed decision. Technicians will be able to immediately implement what they learn and begin contributing to the bottom line by satisfying more clients, generating higher ticket averages and closing more leads.


What Selling Techs Will Learn to Do:

§  Experience practicing how to turn a service call into a replacement opportunity

§  Utilize a consultative sales approach to build value and trust

§  Improve communication skills to better assess and understand client’s needs

§  Upsell relevant add-ons and accessories

§  Overcome objections and present multiple options

§  Create value when offering replacement options utilizing the SGI Service Model and the Comfort Survey

§  Practice and perfect your presentation