Sales/Selling is a myth. People choose to buy, or they choose not to buy. The choice is always theirs to make. Attempting to sell people typically yields a lot of hysterical hyperactivity with marginal and inconsistent results, company revenue and personal income, which in turn yields emotional ups and downs for salespeople and business owners.

People + Process = Performance: To eliminate erratic performance results, you will learn a value of executing a process in which you are no longer selling, closing, and overcoming objections. You will change your focus to guide the customer to choose how they want to proceed through a process of engaging, educating, investigating, exploring, sharing, empowering, consideration, discovery, and allowing the freedom of choice to yield a better customer experience and greater performance results.

We will do a deep dive on each step of the process so you can understand the importance of shifting from selling to the natural evolution of discovery. You will learn exactly what to do and begin to understand the psychology of how, why, and when to do everything, and what the customer takes away and what you expect to achieve from each stage of the process.

Topics Covered:

• Mental Preparation – Get your mind right to get your results right
• Approach & Introduction – How you start means everything
• Exploration – Conversation and connection lead to relaxation and trust
  • Aligning ourselves with customer to prove intent
  • Fact finding
  • Learning the customer’s buying process
  • Price conditioning
• Set Mutual Expectations – Gain commitment to the process
• Get to work – Customer, home and system analysis
  • Discovering the scope of possibilities
  • Finding a customer’s emotional currency
  • Separating from competition
  • Proving competence
• Develop Findings & Options – Recipe for the “Best Possible Outcome”
  • Getting creative with differentiated solutions
• Share Findings & Options – Exceed expectation and competition
  • Expanding the scope of consideration
  • Getting the customer to say ‘No’ to get them to say ‘Yes’
  • Teach a customer how to buy and what value is
  • Leveraging convenient and flexible payment programs
  • Removing and reversing risk
• 8. Gain Commitment to Next Step – Stay relevant to the customer’s process
• 9. Follow-Up as Appropriate – Success does not end with a sale

Expectations Upon Completion:

• Increased connection ratios, average sale, revenue per lead, overall sales
• More jobs financed for more money
• Shift the mix of products to higher-end solutions with more add-ons
• Happier customers, better and more reviews, more referrals

Do you have salespeople that are stuck?

Do you feel you are getting the biggest bang for your marketing dollars?

Do you feel your salespeople should perform at a higher level?

Get a better return on your lead opportunities. Close more sales for more money with higher customer reviews and more referrals!

Begin your evolution and elevation up the ladder of success and reaching for higher rungs. We will build on the WHAT (the PROCESS taught in the Sales Execution class) and expand your understanding on the psychology of the HOW, WHY, and WHEN of the PROCESS in order to elevate to the next level. You will become aware and prepared to respond to the consumer’s concerns, stop dealing with objections, and develop a collaborative approach and differentiate yourself.

Your objective is NOT TO SELL, but rather provide the best CUSTOMER EXPERIENCE by providing GOOD INFORMATION so the customer can make a GOOD DECISION. You are agnostic to the outcome. You don’t care what the customer does, so long as they do it knowingly. Not focusing on the outcome gets better results than selling.

Your focus is to guide the customer to choose how they want to proceed through your process to determine what makes the most sense for the customer (based on their story, connecting your story, solving problems, creating life impacts, customer experiences, and addressing the customer’s emotional currency to yield an outcome with which the customer is happy).

Topics Covered:

• WHO ARE YOU: To have something different, better, and more, YOU must become something different, better and more, then learn and do things different, better and more
• Customer Experience = Life Experience (customer’s, yours, co-workers’, and company’s)
• Your journey from an Unknown Resource to a Trusted Authority to a Trusted Advisor and beyond
• Meaningful Communication – Not just speaking, but rather being listened to, heard, understood, and most importantly believed
• Create a safe environment with an alignment and a position of trust
• Expressive Active Listening
• Effective questioning to develop emotional currency
• Expressive responsive 3rd party process to validate then educate
• Prime Directive: Protect the customer’s sense of control & right to choose
• The Power of Engagement, Education, Investigation, Exploration, Sharing, Empowerment, Consideration, Realization/Discovery, Choice
• What and why consumers buy and don’t buy
• People buy experiences, not things – Be compelling
• Help customers secure belief as fuel for motivation to traverse the process of change and overcome pain to achieve a mutually beneficial outcome
• Tool time: Use tools to engage, educate and prove credibility
• Leverage: Maximizing use of convenient & flexible investment options
• An educated consumer is not your best customer, a motivated one is

Learn to execute your process based on a psychology and philosophy that is in alignment with how and why people make decisions and purchases. Your emotion and devotion are to exploration, education, conversation and realization versus the typical assumption, indoctrination and assimilation most salespeople inflict on customers.

Expectations Upon Completion:

• Overcome self-limiting beliefs that restrict you from achieving your potential.
• Have the mindset, intent, and approach for natural success
• Apply improved communication techniques that help advance the buying process
• Position your company’s value proposition using 3rd party stories and resources
• Stop being comparison shopped and commoditized
• Neutralize your competition by becoming the Trusted Advisor
• Convert more sales for more money, more profit while yielding happier customers, more referrals, additional personal income (earn what you are worth), job satisfaction, and a better life

The role of the technician is one of the most crucial roles in any home services
business. They’re the most common touchpoint with the customer, the one who actually enters the home and must bring the proper customer experience in the door. So how can you, whether management setting the strategy or the technician who’s executing on it, ensure that you’re walking in with a strategy to seek perfection every single time?

Join us for this can’t-miss workshop that will provide the tools and training for an elite technician communication & selling skillset. You’ll learn to role play communication processes, social styles & personalities, and how to improve customer relationships to improve the brand. We’ll walk through consumer behaviors, interests, questioning techniques, selling techniques, and how to use them all. Technicians will walk away understanding how to sell more equipment & maintenance agreements and create more leads & accessory sales.

Attendees Will Learn:

• The role of the technician
• Mind mapping – attitudes and focusing on goals and the present
• Social styles and how to deal with people
• An understanding of effective communication
• The 7 crucial selling skills
• A process to sell by involving customers
• Setting goals and a personal plan
• The “Perfect Service Call” process
• The 12 questions we recommend you ask a homeowner

Traditional sales processes require salespeople to follow rigid steps and scripts that work against human nature – resulting in pressure, resistance, and missed opportunities.

Discover a completely different approach grounded in psychology, behavioral economics, and the uniqueness of every customer. It is time to empower people, serve rather than sell, and align with how they think, trust, decide, and buy.

We will reveal the myths behind the most common beliefs about sales and selling to unleash your personal creativity and help you feel great about what you do and how you do it.

Instead of battling objections or pushing past hesitation, you’ll learn how to work with human nature. The result? Sales without struggle and performance without limitation.

Learning Objectives:

• Evolve from process, scripts, and chasing to a free-flowing-framework
• Impact the customer’s belief system with interpretive behavior
• How people engage with information salespeople share
• Be a great communicator with effective questions, listening, and language
• Secret rules in the home: customer’s sense of control and right to choose
• Create environments of trust, safety, and action
• Tools and technology that put you a cut above the competition
• Separate so customers no longer see true competitors
• Share finding and options with an evidence-based approach
• Stop closing and start being compelling by being unique, not the best
• Master money matters
• Menu-pricing and pricebooks versus CRM platforms and proposals
• Probability pricing for performance potential proliferation
• Reset calls effectively to remain relevant or when things go off track
• Transform objections into gateways for connection and clarity
• Rapid fire responses to attendees’ toughest challenges

Most HVAC technicians fall into one of two traps: being overly self-serving OR withholding valuable information from customers. You’ll learn how to break this paradigm and deliver a world-class customer experience rooted in trust, respect, clarity, and service.

Discover how to create environments where success becomes the norm—for both you and your customers, which goes beyond diagnostics, price quotes, and your ability to make repairs. You’ll develop the ability to share information in a way that is impactful and drives customer action without applying pressure.

Learning Objectives:

• Engage confidently with any type of customer
• Build credibility and trust through your service mindset
• Communicate options clearly and effectively
• Share relevant products and services naturally and confidently
• Trust your instincts and use them intentionally
• Apply psychology to work with human nature, not against it
• Leverage a “Perfect Technical Process” to help customers help themselves
• Utilize a communication framework to ease customer anxiety
• Bundle and offer options versus ultimatums
• Enhance lifestyle and customer experience
• Create replacement opportunities without resistance when appropriate
• Cost to Keep rather than Repair vs. Replace
• Convert customers to clients for long-term relationships

The result? Customers who appreciate, review highly, and remember the experience, value your expertise, and stay with your company for life. More importantly, the quality of the customer experience directly impacts their willingness to recommend you to family, friends, and co-workers. In today’s market, your product is the customer experience – You will discover how to deliver it at the highest level.

Because in life, we don’t just need to love what we do—we need to love how we do it.