Advanced System Selling

This is the ultimate, intensive, hands-on sales training course for sales persons, selling service technicians, owners, sales managers and anyone else who wants to better understand how to “give the customer what they want”. Every graduate of this program will immediately produce better sales and profit results.

The 4-day course includes lecture, workshop, homework, group team practice, videotaped role-play and positive, behavior-reinforcing feedback with a maximum student-to-teacher ratio of 8:1.

The course material includes the all-new System Selling with T.R.U.S.T.® curriculum. As the name implies, the focus is on recognizing the critical importance of developing and maintaining a value-added relationship with the customer, and building that relationship with proven sales processes and tools. The graduate will leave the 4-day experience with new-found confidence and skills, enabling him or her to increase close rates, sell at higher prices and sell at higher margins.

In addition to these basic sales tools, other critical topics are covered including DayOne™ Marketing for Lead generation, Communication in Selling, DiSC Behavior Profiling, EPA’s Energy Star Program, Pricing For a Profit, Repair and Replace Analysis, Estimating Energy Savings, Selling to Women, Benefit Selling, Partnering With the Technician and much more.

Each of these topics addresses the specific needs of the Replacement-Upgrade HVAC Dealer. They provide the tools and know-how that give them the edge they need to gain the sale over the competition. We believe this to be the best HVAC contractor sales training program offered.

The 2-day course includes lecture, workshop, homework, low-key role-play and positive, behavior-reinforcing feedback.

The course material includes the all-new System Selling with T.R.U.S.T.® curriculum. Our focus is on recognizing the critical importance of developing and maintaining a value-added relationship with the customer, and building that relationship with proven sales processes and tools.

The graduate will leave the 2-day experience with a solid understanding of effective sales fundamentals, and how to have a successful sales call with any homeowner-customer.

In addition to these basic sales tools, other critical topics are covered including Communication in Selling, Pricing For a Profit, Repair and Replace Analysis, Estimating Energy Savings, Selling to Women, Benefit Selling, Partnering With the Technicain and more.

Each of these topics addresses the specific needs of the Replacement-Upgrade HVAC Contractor. If it is not possible to commit 4 days to System Selling that Works!, then System Selling Basics is the best 2-day investment any salesperson can make.

There is a pre-class assignment that must be completed by each participant. We will begin with a review of the T.R.U.S.T.® Sales Tools that were learned in Basics, with each participant making a complete System Selling Presentation using a Sales Presentation Binder. DiSC® Behavioral Profiling will be completed by each participant to gain improved communication skills.

All following role-plays will incorporate practice on selling to the alternative behaviors often experienced with diverse customers. Each participant will leave the two-day experience with their personal sales skills at peak performance levels.

Class size will be strictly limited to ensure there will be one-on-one coaching by the instructors.

One million times a day, Service Technicians across our country have the opportunity to recommend the replacement furnace or air conditioner, upgrade to high efficiency, sell maintenance agreements, extended warranties, air cleaners, programmable thermostats, humidifiers, UV lights and so much more. T.R.U.S.T. helps the technician become comfortable with their customer-advisor role and see how easy it is to help their customers get the benefits they are looking for.

The first segment redefines selling in a very specific way… that selling is about changing customer behavior. All the things that sales people are required to do are important, but it is only by changing customer behavior that we are able to grow the territory. Therefore, in that first segment we need to look at how customers change; how we can then apply skills that help them to change; how to rethink call objectives from a focus on getting orders to a focus on getting the customer to do something different; why we need to use questions to get customer information and attention before we present our offering. The objective of the first segment is to make the sales person more effective on every call.

The second segment begins by looking at today’s maturing market – competitive, price sensitive, consolidating – and makes the point that growing in this market means taking business away from competition. This means that the successful sales rep will need to be better than competition at bringing added value to the customer. We introduce an effective three step process to identify the target customers, determine what values they need that they may not be getting, and put together a “business proposition” that will result in more business from the target customers. The objective of the second segment is to make the sales person more effective with the most critical customers.

The course method is a combination of lecture, exercises, and role-play. Each attendee gets an opportunity to do 4 or 5 significant role-play exercises. A trainer-learner ratio of less than 10 to 1 is maintained by using expert facilitators in addition to the seminar leader to make sure every attendee gets individual attention and feedback. Attendees also receive a textbook written specifically for this course so that they can continue to study and review the material after the training.

This is not basic sales training. It is targeted at experienced sales people currently managing a sales territory. It is based on proven techniques used to train some of the most effective sales people in the field of business to business selling.

Winning the Sales War! will change the performance of your sales people.