Indoor Air Quality:
Since the year 2000 research has been stating that the Indoor Air Quality sector of our industry will reach 12 Billion by the year 2010. I hate to say it but they have been very accurate. I have been keeping up with the technology since then and it is time for your business to get your piece of that Bazillion dollar pie!
Your entire sales team will be given on educational history of 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 increase as well.
Here is your free gift. Well, not really because you are paying for it, your trainer will help you develop an IAQ contest to get your people motivated to start selling these products and services. I haven’t met a contractor yet that wasn’t interested in obtaining a 65% plus gross margin on a sale.
This class is usually integrated in with either a The Sales Process or The Benchmark Technician Training class. A game plan will be discussed to determine how we will work this into your training session. If 12 Billion dollars hasn’t got you motivated you wouldn’t be reading this right now!
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. Or worse yet, both average ticket and closing percentage are bad. This is a must for any new salesperson to the industry or a salesperson closing below 50%. This is a huge opportunity to bring a professional salesperson into your business and teach these fine arts to your sales staff.
We will start on a 5 step process into sales success. Day 1 will be spent on “Building Rapport” with the customer. These 9 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 “Assessing the System”.
Your salesperson will learn how to properly assess the needs of the system. This involves the customer with asking the proper questions to determine the needs of the system and the homeowner. All of this will end with active role planning to demonstrate these two processes. Here is the part of the this training that makes it invaluable…The Trainer will run a live sales call with your salesperson to observe and demonstrate these techniques.
The next day will be focused on putting it all together. We will start by “Building the System”. The salesperson will learn how to properly size, layout, and set-up the job for installation. Many tools and techniques will be taught to the salesperson depending on the needs and expectations of your customer.
Your salesperson is now ready for their presentation. This process 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. We will end the day once again with a live sales call ride along by the trainer.
We end day 3 with “The Close”. This is what sets salespeople apart. Some can do it and some can not. Your salesperson will now have the skills, the knowledge, and the confidence to “Close” properly and with integrity. Imagine your sales numbers with only one more sale a week, I see the smile already!
Benchmark Technician Training:
Get your technicians ready for a 3-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 and geared for IAQ sales.
Your technicians will not only learn the 9 steps to building rapport with your customers but 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 this is mastered they will have the awesome opportunity to be coached on actual calls on a ride along training experience with the trainer. The trainer will observe and also perform some of these functions with your technicians. This is a “Once in a Lifetime Opportunity” for you and your technician.
The second day of this class will be dedicated to “Customer Acquisition” or more commonly referred to as “The Close”. The instructor will demonstrate how to overcome the many different situations that technicians are faced with. The technicians will then have to prove to themselves that they too can overcome these situations. Once again the trainer will jump into that truck and ride along with one of your technicians.
Day three, we put all of these techniques together. This is where some huge education into IAQ takes place. Technicians will be put through Filtration 101, a course and education on the specifics of filtration: what products are available, how they function, and how they rate. They will then explore air purification. Once a technician can understand the technical functions of air purification they will then know how to offer it.
As managers and owners I encourage you to attend. See what’s working in this phenomenal industry that we are in. Learn what the technicians are doing to better themselves to better your business. When given the proper support their results are outstanding.
Managing By The Numbers:
Most Contractors that work in this business do just that, Work in their 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 be introduced to the HVAC Business Model. It will be broken down by department so that all present participants understand their role in the business. Most managers and owners may understand this but most employees do not. Once that is established you and your employees will get a basic education and understanding of a Financial Statement.
As we venture into a second day your head should be spinning a bit. But get ready for more number crunching. 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 become knowing where they are on a day to day basis rather than waiting for the month end results to make adjustments.
During day 3 we get into the nuts and bolts of what holds your business together…Sales! Your team will be taught the difference between Mark-up and Gross Margin. They will learn how to determine proper pricing for you systems and develop a simple structure for your Flat Rate Service and Repair Pricing. With any remaining brain power we will evaluate your current price pages and start the creation of proper price pages to fit your business needs.
You will be taking a “Mission” into your business. This will help you determine needs and deficiencies that you have not faced before. We will meet the challenges head on and develop new methods to conquer them. Most HVAC owners don’t take the time to teach business to their employees. Now is the time to empower your people!