Master $elling®

Understand and exceed the expectations of today’s informed consumers.

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Course Description

Rethink HVAC sales and shift toward a contemporary sales model in this updated advanced sales program. The best salespeople never stop honing their craft. Whatever the demographics in your market, today’s homeowners are generally more self-educating, and the internet is now consumers’ top source of information about HVAC. It’s time to learn some new approaches to closing at the kitchen table, or in a video call.

What you'll learn

  • Collaborative and interactive learning experience. Explore each category of the S.C.O.R.E. sales process in a workshop format.
  • Learn to recommend the right design specific for your market and the foundations of a comfort system.
  • Take a deep dive into the psychology of today’s consumers, and practice the Listen, Acknowledge, Explore, Respond communication method.
  • Enjoy a hands-on experience with role-playing. Classes are Tues-Thurs, 8am - 5pm.

Course Overview

Sample Syllabus
  • Current Sales Trends
  • S.C.O.R.E. – Begin with the “End in Mind”
    • Timeline of the Consultative Sales Process
  • Send the Right Message – The Greeting
  • Collaboration – Ask Better Questions
  • Operational Assessment – Walk & Look
    • Start with the Thermostat
    • Load Calculation
  • Encouragement
    • Close the Deal!
  • Recommend – The Right Design for Your Market and The Foundation of a Comfort System
    • Moving Toward the Close and Designing a Value Proposition
    • Why Consumers Buy – or Not!
    • The Importance of Options
    • Moving Toward the Close: Total Cost of Ownership
    • Tips for Designing a Credible Value Proposition • The Informed Customer
    • The Power of Testimonials
    • Customer Impact of Social Networking
  • Goals and Goal Setting
  • 6 Reasons to Buy from You
  • Why We Need to Offer Financing
  • Post Sales & Referrals

Ready to take the next step in your career?

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2023 Course Schedule

Course Name Date Location Type (In-Person or Live-Stream)


“…because of the training on walking through objections I managed to close an $18,000 sale today in the house! It feels great to be able to confidently work through the reasons not to buy...”

Brian, Moore & Russell Htg. Ltd.,
Calgary, BC, Canada

“Very much worth the time. Even the most experienced salesperson can learn valuable information.”

Benjamin H.,
Balance Point Heating and Air Conditioning