EGIA Contractor University

Educational Workshop

Daikin Elite Sales Process/Sales 101 & Mindset-Getting Your Mind Right Workshop

February 28 - March 1, 2019 - New Orleans, LA

Sales 101 1½ day: Learn social styles and personality types to effectively communicate with anyone about anything. Building customer relationships is a necessary skill to improve the brand. Crafting questions, listening skills, and understanding and matching the customer’s natural buying process will be covered in depth. Technicians and Comfort Advisors will be provided with the knowledge and materials to help them sell more equipment, create more leads, drive more accessory sales, and convert more maintenance agreements to provide exceptional customer care and deliver an extraordinary experience en-route to rave reviews.

Mindset ½ day: Establish a sales process that will teach the dealer a systematic and interactive approach to selling premium comfort systems to consumers rather than selling a limited choice of options. Incorporating Weldon Long’s Prosperity Mindset™ process, you will learn to how to overcome the psychological impediments that often limit success. Attendees will be energized, motivated and committed to making immediate behavioral changes that may result in higher closing rates, higher overall tickets and a higher balance of high-efficiency sales.

More Information

Topics Covered (Mindset):

  • Mindset – Getting Your mind right
  • Prosperity Plan – Defining Your Achievement in a Plan
  • Defining the Change Model – How Sales People Can Improve
  • Retail Selling Process – Step-by-Step
  • Learning to Differentiate Yourself and Your Company

Topics Covered (Sales 101):

  • Role of the Technician
  • Mind Mapping – Attitudes and Focusing on Goals
  • Setting Goals and a Personal Plan
  • Personality Types – Social Styles – Dealing with People – How and Why
  • Understanding Effective Communication
  • Crafting Questions to Engage a Homeowner
  • Defining 7 Selling Skills
  • Understanding the Customer Buying Process and Involving Them
  • The Perfect Service Call Process
  • Troubleshoot and roleplay attendee-specific customer care situations

What to Bring (Dealer)

  • Existing Selling tools
  • Load calculation methods
  • Proposal and agreement forms
  • Current presentation
  • Comfort advisor training manual
  • Sales Process article

Who Should Attend?

  • Owners of Trades Businesses who want to install Sales Process
  • Comfort Advisors
  • Technicians ONLY if they UNDERSTAND this is A COMFORT ADVISORS platform

Presenter Bio

Russ Horrocks

Vice President, HVAC Sellutions

Russ Horrocks emerged as one of the most successful Comfort Advisors in America in the mid-90’s. Russ quickly took to sharing his unique knowledge of buyer psychology with sales forces across the country. He turned his profession into a passion, educating and coaching in-home sales and service advisors to understand the critical skills necessary to achieve results far exceeding personal mindset limitations and corporate expectations.

Most trainers preach about product and process. Russ teaches and coaches his sales and service protégés not only about what to do in the home and how to do to it, but more importantly, why. Why leads to a purpose allowing the people his students serve to build a strong connection based on a position of trust, confidence, competence and credibility. When matched with the creative execution of a process built to work with human nature and how people want to buy, it yields explosive growth.

Having mastered the sales process, in 2011 Russ joined with business development specialist, Drew Cameron, as Vice President of HVAC Sellutions to help clients enhance the performance of their entire business, and transcend growing one person or department at a time. Together they work in the trenches with their clients in every facet of building successful home services businesses.

Clients embrace Russ’ detailed holistic approach to assessing a company’s people, present state and potential. Drawing a blueprint for success, he collaborates with clients onsite, online, and on-the-phone to achieve operational excellence with a hands-on strategic approach to growing people and implementing profit-based processes and systems. Clients benefit from Russ’ 20 years of knowledge and national experience, along with his relentless pursuit of building happy, effective, top-performing professionals and developing a culture of success and achievement.