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Contractor Development Series

 

Commercial Service Agreement Sales

Unlock the Potential to Earn Greater Profits

Register for this class today!

 

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:

  • Targeting key market segments

  • Working with high level decision makers

  • Gaining long term customer relationships

  • Yielding higher margins for your service work

  • Creating residual income

  • Generating advance billing for service agreements

  • Gaining “first look” opportunities to negotiate repair, retrofit and add-on, replacement work.

  • Leveraging high value equipment

  • Eliminating initial price concerns

  • Introducing value propositions

  • Encouraging survey, estimating, delivery and forecasting strategies for preventive maintenance

Topics covered:

  • Introduction to Conceptual Selling

  • Service Agreement Marketing Approach

  • Service Agreement Sales Process Overview

  • Planning & Prospecting Strategies

  • Setting Appointments & First Structured Meetings

  • Qualifying, Surveying & Cost Analysis

  • Confirming Information & Financials

  • Proposal Generating and Presenting, Leasing-Financing

  • Closing, Gaining Agreement & Performance Review

  • Estimating, Delivery & Activity Management (Implementation)

 

Download a PDF registration form that you can print and fax by clicking the button to the right

Or, use our secure, online ordering to register for this class.

To view the training schedule and enroll in this class, click the button below

 

Register

 

Instructor information:

 
Mark Roberts

“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.

 
     
 

Providing Leadership Management for the HVAC Industry


 

 

Service Estimator - PO Box 260 - Seven Mile, OH 45062
Phone: (513) 726-0168 - Fax: (513) 726-4013 - Email: info@service-estimator.com

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