Arkansas HVACR NewsMagazine September 2019

Selling Comfort is Easy…

…selling equipment is much harder ATTN: Owners, managers, sales managers, salespeople and service technicians with responsibilities for selling equipment. Close more sales, make more money and create Lifetime Customers

In this workshop participants will learn how to,,, • Understand the customer’s decision-making process. • Match their selling process to the customer’s buying process. • Use a proven sales model that is easy to follow and produces high level results. • Build tools that will establish trust and credibility with the customer. • Develop and use a tool to determine the customer’s needs and wants. • Build value to match the customer’s investment. • Use the three magic words of selling… “you told me” to prevent objections and close the sale. • Close the sale by helping the customer buy what is in their best interest. The average closing rate for Salespeople selling residential HVAC equipment is in the range of 35% to 45 %. Yet, some salespeople exceed 70%. Why the difference? The more successful salespeople sell comfort…not equipment. They don’t just quote prices. They solve problems and fill customer’s needs. They understand that price is only one part of the customer’s decision-making process. They listen more than they talk. They understand the importance of establishing trust & credibility.

October 15 – Jonesboro Craighead Electric Cooperative 4314 Stadium Drive October 17 – Texarkana Southwest Arkansas Electric Cooperative 2904 East 9 th Street October 22 -- Little Rock UAPTC / Business & Industry Center 3303 East Roosevelt 5030 South S Street November 14 – Rogers Golden Corral 2605 W Pleasant Crossing Drive February 6 -- Camden Ouachita Electric Cooperative 700 Bradley Ferry Road November 5 -- Fort Smith Arkansas Oklahoma Gas

Bob Gee & AR HVACR Association Sales Workshop Class schedule : 9 a.m. to 4 p.m. Tuition : $195.00* *$155 for Association Members Register at www.arhvacr.org or call 501-487-8655 Bob Gee has over 20 years of experience as a Sales and Management consultant to the HVAC industry. He has facilitated over 500 Sales Workshops in 47 states and Canada and is the creator of Certified Comfort Consultant™