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Charlie Greer Ultimate HVAC Sales and Profits – October 2-4, 2019


CHARLIE GREER’S Ultimate HVAC Sales and Profits

Charlie is an award-winning trainer and consultant who has spent years working in the field, honing his skills. Now he’s teaching others the system he used to become one of the most successful salespeople in the HVAC industry. He’s worked with hundreds of companies, big and small, to improve the performance of their sales people.

In this class, Charlie will explain exactly what he does, and what your salespeople can do, to improve their closing rate, sell more add-ons and accessories, generate more referrals, and a whole lot more.

Here’s the class agenda:


  • What is the Purpose of Your Job?
  • The Salesman Stigma
  • hey Don’ HAVE to Like You
  • Are You Talking Yourself Out of Sales?
  • Before saying anything…
  • Questions are the Answer
  • Developing Your Listening Skills
  • Before Recommending Anything, First Establish …
  • Keep It Short and Simple
  • Educating vs. Enlightening
  • Eye Contact
  • Jerks Buy!
  • Project a “Positive Level of Expectation”
  • Positive Mental Attitude
  • Un-sellable calls
  • It’s OKAY to Pre-Judge Your Calls!
  • Keep Track of Your Numbers
  • Goal-setting.

Overcoming Objections:

  • “Quantifying Quality”
  • “List of Talking Points”
  • “Features & Benefits” Close
  • The “Cost of Waiting” Close
  • “I want to think it over…”
  • “I have to talk to …”
  • Your price is too high!”
  • “I want to get other bids.”
  • “I’m going to hold off at this time …”

Steps to running a replacement sales call

  • Attire and grooming
  • The scriptedpresentation
  • The incoming phone call
  • Pre-call planning
  •  The confirming phone call
  • Mental preparation
  • The approach to the home
  • Your first 60 seconds
  • The questionnaire
  • Summaries
  •  The room-by-room inspection
  •  The equipment inspection
  •  Drawing the home
  •  Give ’em a break!
  • Equipment selection
  • The sales presentation
  •  Understanding the Cost Comparison Charts
  • The Energy Savings Presentation

Closing Techniques

  • The “Walk-through” Close
  • The “Paper Towel” Close
  • The “Permission to Make a Profit” Close
  • The “Optional” Close
  • The “Installation Fee” Close
  • The “Proposal” Close
  • Following up.


  • Alliance for HVAC Tuition: FREE
  • Alliance for Plumbing Tuition: FREE
  • Retail Contractor Coalition: $699
  • Service Roundtable Tuition: $899 (reduced!)
  • Non Members: $1199

Limit 2 attendees per company.

**Training Cancellation Policy**
We work hard to keep the cost of our training as low as possible so that we can offer many different training options on a regular basis. No-shows and late cancellations cause us to incur unnecessary charges that could otherwise be avoided. You may cancel your attendance in any program up to 10 days prior to the date of the event without a charge or penalty. Cancellations within 10 business days of the date of the event will incur a $100 cancellation charge. No-shows will be charged the full rate for the training (or a minimum of $250 per day of training missed) that they fail to attend. These charges apply to ALL attendees (including Service Nation Alliance members) regardless of the price originally paid.

Event Tags


October 2, 2019 @ 8:00 am
October 4, 2019 @ 5:00 pm


Service Nation Alliance Training Facility
750 Canyon Dr Suite
200 Coppell,, TX 75019 United States


Service Nation, Inc.

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