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Contractor Development Series |
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Commercial Service Agreement Sales
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Unlock the
Potential to Earn Greater Profits |
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Register for this
class today!
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Learn
how to grow your commercial service department by
identifying key markets, developing prospecting strategies,
and utilizing a thorough sales process. This Commercial Service Agreement Sales course will teach you how
to track your progress, in detail, for new business
development. We will introduce you to the term
"Business
Acumen" and strategies that
encourage long-term relationships combined with
“competition-reducing” approaches for success in commercial
service agreement
sales.
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Business
Acumen — What Is
It?
Business
acumen is an
understanding of
what it takes for
a company to make
money. It involves
financial
literacy, which is
an ability to
interpret the
numbers on
financial
statements, as
well as an
understanding of
the business
strategies that
impact these
numbers. Higher
level of
involvement,
ability to think
strategically and
the capability to
position your
company’s
products and
services within
your customers’
business context
are just a few of
the positive
outcomes of
business acumen.
Source:
Ray Green -
Paradigm Learning
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Learn
the Traits of a High Achiever Salesperson.
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Understand
what core and skill
specific
competencies
constitute a high
achiever
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Understand
the importance of
knowledge of your
markets,
products/services,
competitors and the
sales skills to
successfully
position yourself
with your customers.
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Understand
how to self assess
your sales skills to
identify areas for
skill development.
Honesty
and integrity are "core competencies" -
behaviors required across all job function types.
Consultive
selling is a "skill specific competency" -
behavior that is required to be successful in the sales
job function.
This
program demonstrates a step-by-step system that gives
contractors the tools and support documents they need to
grow commercial service business.
Topics covered:
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Introduction to Conceptual Selling
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Service Agreement Marketing Approach
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Service Agreement Sales Process Overview
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Planning & Prospecting Strategies
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Setting Appointments & First Structured Meetings
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Qualifying, Surveying,
Estimating
&
Operating
Cost Analysis
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Confirming Information & Financials
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Proposal Generating and
Presenting
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Closing, Gaining Agreement & Performance Review
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Delivery & Activity Management
(Implementation)
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Download a PDF registration form that you can
print and fax.
or
Register
online
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To view the training schedule and enroll in this
class, click the button below
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Instructor information:
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Mark Roberts |
Mark Roberts
has
thirty years of experience in
the HVAC industry as a sales person, manager,
trainer, consultant, and entrepreneur and a strong
background in commercial business management and
sales. Mark’s primary focus has been to provide
contractor owners and managers with the training,
tools and resources to grow commercial service.
He
has also worked with several contractors to develop and standardize
the sales process and introduce better tools for
selling preventive maintenance agreements.
Mark was also a top performer for a LINC ® Service mechanical contractor, performing sales and
management duties. Besides owning his own commercial contracting business, he has
taught Commercial Service Agreement Sales, Strategic
Sales Management, Leadership Management, Service Estimating,
Effective
Dispatch
Management
and Project Management classes for contractors in
the
United
States
and
Canada.
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Providing Leadership
Management for the HVAC Industry |
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