Regional Courses
The CTM Regional course is a three-day training giving you “The What” and “The How” including Lead Generation, Maintenance Agreements and Indoor Air Quality to name a few. All of our HVAC Regional Courses can also be scheduled On-Site at your business location.
Managing By The Numbers
Most contractors that work in the business do just that, Work in the business. If you are ready to make that quantum leap and start working “ON” your business, you will need a clear understanding of Managing By The Numbers.
This is a 2 to 3 day course, depending on the size of your business. You will walk away with a complete understanding of the HVAC Business Model, the Financial Statement and Chart of Accounts, Benchmarks for: Service, Sales, Maintenance, and IAQ, Establishing your Sales Pricing, and Gross Margin.
You will learn in detail the Benchmarks for the HVAC business by department. Your team will learn how to break down costs and determine what their margins are vs. what they should be! Just think of how powerful your management team will be knowing where they are on a day to day basis to make adjustments rather than waiting for the month end results.
Your team will be taught the difference between Mark-up and Gross Margin. They will learn how to determine proper pricing for your systems and develop a simple structure for your Flat Rate Service and Repair pricing.
Technician Sales Training
Get your technicians ready for a 2-day journey into the art of “Building Rapport” and “Customer Acquisition”. When the journey is complete your technicians will be prepared and ready to set more leads for your sales people, sign more maintenance agreements, offer more accessories to customers, and be educated for IAQ sales.
Your technicians will not only learn the 9 steps to Building Rapport with your customers and to establish a life long relationship. They will learn the detailed importance of how to greet customers, what and how to ask the proper questions, and how to transition and position themselves for sales opportunities at the end of the call.
Once Rapport Building is mastered we will venture into “Customer Acquisition” or more commonly referred to as, “The Close”. The instructor will demonstrate how to overcome the many different objections that technicians are faced with. The technicians will then have to prove to themselves that they too can overcome these situations. When the technicians achieve this they will now be ready to understand how to close their opportunities.
As managers and owners I encourage you to attend. See what’s working in this phenomenal industry that we are a part of. Learn what the technicians are doing to better themselves to better your business. When given the proper support their results are outstanding.
The Sales Process
Feeling a bit frustrated, your technicians are turning leads, your marketing is bringing in some good results but your salesperson just isn’t closing. Maybe they can close but the average ticket is low. Worse yet, both average ticket and closing percentage are bad. This is a must for any owner and salesperson in the industry that are closing below 50%.
This is a huge opportunity to meet a professional salesperson to teach and demonstrate the fine art of closing to your sales staff.We will start on a 5 step process into sales success. We will start with “Building Rapport” with the customer. These steps will set the stage for the entire sales call. Your salesperson will effectively position themselves to ask for the sale by the end of the call and get it!
We will transition smoothly from Rapport Building to “Customer Assessment”. This involves the customer with asking the proper questions to determine the needs of the system and the homeowner.
From there we will transition into the “Technical Assessment”. They will understand the importance of pictures and measurements. Your Salesperson will learn how to do a heat load calculation and put together a product demonstration kit. These two functions are often not utilized in the sales process which will set your company apart from the competition.
Your salesperson is now ready for their “Presentation”. This process will be will be adapted to your current sales book. A full presentation will be demonstrated by the trainer then followed by role play and practice by your salesperson. They will now be ready for the last and most important step of the process.
We end with, “The Close”. This is what sets good salespeople apart. Some can do it and some cannot. Your salesperson will now have the skills, the knowledge, and the confidence to “Close” properly and with integrity.
Indoor Air Quality
Your entire sales team will be given an educational history on IAQ. Many contractors look at this as Your entire sales team will be given an educational history on IAQ. Many contractors look at this as a new part of the industry but it has really been around for decades. Most people in our industry just haven’t taken the time to get educated. It is time for your education to start or simply let those box stores continue to take this revenue from your business.
Air Filtration vs. Air Purification… Know the difference? Most people don’t. A complete education and understanding of these two very different areas will be covered. You will then be shown an easy way to present this information to the customer so they can understand it. Once your team can understand the technical aspects of the filtration and purification products their confidence to offer these products increases. You know what happens next, your sales will increase as well.
This class is usually integrated in with either The Sales Process or Technician Sales Training classes. A game plan will be discussed to determine how we will work this into your training sessions.