new for 2012!

New Training for Your Technicians Who Sell

In today’s economy, consumers have a "repair instead of replace" mentality. And there is no better way for you to increase system sales than through your technicians.

That is because, along with their proven technical expertise, Service Technicians have an additional advantage with the customer:  Credibility. 

In markets across the country, business owners are creating new sales opportunities by utilizing  their Technicians’ credibility and expertise at the kitchen table. 

This new 2-day training program will improve a Technician’s confidence and communication skills.  The program also provides attendees with a better understanding of significant market changes that reflect a 21st century consumer while giving them the resources needed to convert opportunities.  Content ncludes zero-pressure selling techniques and role play, and comes with a turn-key presentation binder to engage the customer and help close the sale.

Price: $799

>>Register Now!<<

More Classes to be Scheduled Soon - Check back!

Overview of Class Content:

Day 1 Topics:

  • What, How, Why: Re-thinking purpose and passion as a Service Technician
  • It’s more than nuts and bolts: 21st century consumer expectations
  • Communication skills: Verbal, written, physical
  • Gender intelligence and the role of the female consumer
  • Customer assessment: Zero-pressure ways to determine customer needs
  • Features-to-Benefits: Connecting Lennox benefits with customer needs

Day 1 Role Play:

  • Conduct a zero-pressure customer assessment in order to fully understand specific benefit-based solutions
  • Introduce an up-front pricing and benefit-based product offering

Day 2 Topics:

  • 4 Step Selling Model: Handing control to the customer
  • Benefit-based models for sharing variable speed/capacity and two stage products
  • Accessory sales: Integrated add-on strategies
  • Maintenance agreement conversion: Creating sustainability
  • Resolving objections: Low pressure tactics to create agreement

Day 2 Role Play:

  • 4 Step Selling model: Hand control to the customer
  • Explain product differences
  • Complete variable speed/capacity and two stage benefit presentation
  • Accessory recommendations
  • Resolve objections and convert opportunity

 

 

 

>> Register Now! <<