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Contractor Development Series
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Commercial Service Agreement Sales |
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 strategies that
encourage long-term relationships combined with
“competition-reducing” approaches for success in commercial
service agreement sales.
Service Estimator takes a
substantial departure from the traditional sales class. Where the
traditional class room training course attempts to teach a sales concept or methodology we focus on skill development and practical application. So, before you attend one of our sales workshops you
will be required to read the pre-school manuals.
Provides the necessary processes, procedures, and tools to
build a foundation of commercial service by:
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Targeting key market segments
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Working with high level decision makers
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Gaining long term customer relationships
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Yielding higher margins for
your service work
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Creating residual income
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Generating advance billing for service agreements
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Gaining “first look” opportunities to negotiate repair,
retrofit and add-on, replacement work.
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Leveraging high value equipment
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Eliminating initial price concerns
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Introducing value propositions
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Encouraging survey, estimating, delivery and forecasting
strategies for preventive maintenance
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 & Cost Analysis
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Confirming Information & Financials
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Proposal Generating and Presenting, Leasing-Financing
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Closing, Gaining Agreement & Performance Review
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Estimating, Delivery & Activity Management
(Implementation)
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Download a PDF registration form that you can
print and fax by clicking the button
to the right |
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Or, use
our secure, online ordering to register for this
class. |
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To view the training schedule and enroll in this
class, click the button below |
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Mark Roberts
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“Mark is truly an innovative leader in
the HVAC industry. Attending his Estimating class was the best investment I ever made. Now I understand the benefit of selling full service
maintenance agreements.”
- Rob Herd, A.M. Schwartz, Inc.
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 and Project Management classes for contractors in SW Ohio, Indiana and Kentucky, and also for Excellence Alliance. |
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Providing Leadership
Management for the HVAC Industry |
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