Advanced Master $elling™

Take the next steps in your HVAC sales career.

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Course Description

For every dollar invested in sales training, your company will see, on average, $4.53 in return. That’s more than a 350% return on investment (ROI).* In this two-day class, build on the skills from Master $elling®, and take your sales expertise the next level. Learn to identify your customers’ underlying needs; not only what they initially ask for. Develop lasting relationships with your customers, and achieve $2 million in annual sales.** Expand your sales toolbox, and communicate effectively with a modern, internet-savvy client base.

*Source: | **Average results from past participants.

What you'll learn

  • Outside the Box: Think creatively and build strategic partnerships to compliment your business.
  • Today’s Customer: Sales have changed. Learn strategies that work in today’s internet-savvy, educated homes.
  • Goal Setting: Get focused – Learn S.M.A.R.T. techniques and vision boards to achieve your goals.
  • Art of Selling: Learn how to be a problem solver, not a salesperson. Use advanced sales techniques to identify, and solve, customers’ underlying needs.

Course Overview

Sample Syllabus
  • Review: the S.C.O.R.E. Sales Process
    • Send the Right Message - The Greeting
    • Collaboration - Ask Better Questions
  • Operations Assessment – Walk & Look
    • Recommend – The right design for your market
    • Encouragement - Close the deal!
  • Company Integration
    • Departmental Divisions
    • Company Meetings
    • Educating the Customer
  • The Changing Landscape
    • Linking Emotional Needs
    • Buyer’s Remorse
  • Utilizing Technology, including social media
  • Product Knowledge and resolving IAQ issues
  • Home Performance Contracting – strategic partnerships
  • Customer Follow-up and Reviews
  • Customer Follow-up and Reviews
  • Improving Sales Through Home Testing Instruments
  • Overcoming Objections
  • Relationship Selling

Ready to take the next step in your career?

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“First off, I want to say thank you, it was amazing and I haven’t stopped thinking about everything we learnt over the three days. The course was sales-based but included so much more… it’s easy to become blinded by work when you are busy but [the instructor] opened my eyes to things that had been forgotten about over the years. I cannot recommend this course any more, it was absolutely brilliant and I am already putting my new techniques into practice.”

Ryan, Canada Furnace Heating and Air Conditioning,
Maple Ridge, BC, Canada