EGIA Contractor University

Educational Workshop

Technician Communication & Selling Workshop

May 8 - 9, 2018 - Philadelphia, PA 19107

Learn and roleplay the communication process, social styles and personalities, how to get along well and how to improve building customer relationships to improve the brand. We also cover in depth the consumer behaviors, interests, questioning technique, sales process and selling techniques, and how to use them all. Technicians will be provided with the knowledge and materials to help them sell more equipment, create more leads, create more accessory sales, and sell more maintenance agreements.

Topics Covered


  • Role of the Technician
  • Mind Mapping – Attitudes and Focusing on Goals, Present
  • Personality – Social Styles – Dealing with People – How and Why
  • Understanding Effective Communication
  • Defining 7 Selling Skills
  • Understanding What Process in Sales – How to Sell by Involving Customers
  • Setting Goals and a Personal Plan
  • The Perfect Service Call Process
  • Defining The Questions to Ask a Homeowner – 12 Questions We Recommend

More Information

Course Materials


  • Course Manual/Workbook
  • EGIA Powerpoint Slides – Outlining Technician Ideas
  • Personality Test
  • Electronic Files – Example of Perfect Service Call, Selling Process Article, Team Personality Test, Repair vs Replace, (31 Files in Total in
    This Electronic Section)

Who Should Attend?


  • Anyone in Service; Service Technicians, SR Technicians, and Maintenance Technicians
  • Service Managers
  • Owners Will Also Benefit Greatly

What to Bring


  • An Open Mind
  • Technician Selling Presentation System (If You Use One)

Follow-up Homework


  • Watch the Technician Training Videos on Site
  • Study All Technician/Maintenance/Selling System Documents on Site
  • Create a Company Vision and Purpose – Simple and Focused
  • Roleplay, Video and More Roleplay

Presenter Bio

Gary Elekes

President, EPC Training

Gary Elekes is serial entrepreneur with a passion for helping others become more successful by sharing what he has learned over the past 3 decades working closely with all facets of the contracting industry. During his career, Gary has held senior management positions at Lennox and Service Experts. In 2000, Gary moved into entrepreneurship and started his training and consulting business EPC. Today, EPC continues to support growth oriented businesses aspiring to reach 20% EBIT. He also designed the very first web based learning platform for the residential contracting industry, which acts as a support system for training and learning in HVAC and plumbing trades, and has over 5,000 subscribers.

In 2003, Gary began acquiring contracting firms with a focus on developing turn-around opportunities. He also opened and operated several start-up businesses. In 2010, he added web design/SEO and online marketing to his company portfolio starting Imarket Solutions as a co-founder. Gary graduated from Ohio State University with a BSBA and also holds a Master's Degree in Business and Finance.