Virtual Classroom

Are you ready to close $1.5 mil in annual sales?

Ready to get started?

Course Description

Do you have a new HVAC salesperson on your team, or are you new to residential HVAC sales? This program equips participants with the skills to be top earners for their HVAC service companies. Don’t let busy schedules or travel logistics stand in the way of a first-class sales team. BuildASalesperson™ Virtual Classroom is a five-week program that includes online training, field exercises, and live, instructor-led training and class feedback from the convenience of your home or office computer.

What you'll learn

  • The S.C.O.R.E. Sales process, for consistently higher sales numbers.
  • How to achieve 55%-75% closing rates, $8,000-$12,000 average sales tickets and annual sales of $1.2M-$1.5M*.
  • Tools to self-generate leads.
  • Become an expert in helping your customers to achieve total home comfort.
  • Gain the confidence to handle pricing upfront and sell higher-tier systems.
  • Take on today’s biggest HVAC sales challenges and turn them into higher closing rates and satisfied customers.

**Average results from past participants.

BuildASalesperson™ Virtual Classroom Course Overview

This training is a blended learning program (eLearning, on-the-job assignments and Virtual Classroom) covering the fundamentals of residential HVAC sales. The final two weeks are in our Virtual Classroom format, four-and-a-half hours per day, five days per week. The live, virtual training platform allows you to practice with your peers, and the half-day virtual classroom sessions give you the opportunity to run sales calls and immediately use your new skills.

Week One

Self-paced online learning courses – HVAC and sales basics, distinguishing oneself from the competition, and company presentation and role practice.

Week Two

Self-paced online learning courses – Load calculations, Customized Comfort Specialist training and overview of S.C.O.R.E., our proven sales process.

Week Three

Self-paced online learning courses – This week’s eLearning curriculum focuses on the “R” in S.C.O.R.E.: Recommend Solutions. The week’s eCourses also cover Lennox product; cooling, heating and indoor air quality product lines.

Week Four

Virtual Classroom instruction – Join your instructor and fellow participants online each morning for live training, peer-to-peer practice and feedback. These two weeks tie everything you’ve been learning together, with an emphasis on the “E” in S.C.O.R.E.: Encouraging the customer to close the transaction. Morning sessions leave time for you to run sales calls, using the skills you’ve just learned.

Program Pricing*

$5500 USD Non-Premier

$4400 USD Premier Dealer (20% discount)


“I can't tell you how much I'm enjoying this Lennox class...After every class, I'm using something I learned on the very next sales call. I love it!”

- Michael B. of Carolina Conditions

“My first month of sales on my own, I did $106,467 on 14 sales, average ticket was $7,604, closing rate was 63% (14/22), average gross profit 46%...It was a wonderful first month doing sales. I am excited for everything the future holds.”

- Pearson D. of Climate Design Systems