Two days of content-rich training. Both introducing dealers to the world of value-added selling and providing a perfect venue to refresh the skills taught in our 4-day Business to Business Selling. Designed specifically to compliment 4-day Business to Business Selling and help dealers sell high-margin, high-efficiency Trane and comfort systems.
Perfect introduction or refresher course for our 4-day Business to Business Selling

Discover how easy it is to confidently have financial conversations with business owners and build the bottom line benefits of replacing out-dated commercial comfort systems.
Make "Selling on Price" a thing of the past. Increase your closing ratio and average system selling price with these four simple tools:

Most Wanted List© - Learn to ask the right questions to discover your customer's needs and desires. Help your customers sell themselves.
Estimated Operating Cost© - An easy to use tool to show the advantage of replacing/maintaining commercial comfort systems.
Financing Lease Proofsheet© - Show business owners how they can actually make money by replacing their comfort systems
Wheel of Value© - Learn to lock out the competition with the four things your customer's need, and your competition can NEVER provide.
Learn a simple presentation that makes gaining your customer's approval and closing the sale a snap.
Learn to ask the two simple questions that eliminate over 50% of all objections.

This course covers two primary topics:

1) The Cash Flow Selling Process
Discover the Light Commercial Market Opportunity:
Learn the market potential and what that means in real dollars (and profits). We’ll give you the tools, confidence, and processes to hit the street the day you leave the class.
Learn the “Language” of Business-to-Business
Sales: Talking to business and property owners requires specific knowledge and vocabulary. We’ll teach you how to discover the real needs of your prospects and how to “speak their language.”

2) Prospecting and Preventative Maintenance
Learn from Business Development Discussion:
The value of a preventative maintenance contract is immeasurable when the building owner decides to replace worn out systems. You’ll discover how to eliminate the competition from the “bid” process.
Find New Ways to Grow Commercial Business:
Your relationships with light commercial customers will begin to flourish immediately following this class when we teach you how to target the right types of businesses and properties.