EGIA Contractor University

Educational Workshop

Executing the Elevated Consumer Buying Experience - Sales 201

April 30- May 01, 2019 - Portland, OR 97232

The skills and process from 101 will be reviewed and we will openly discuss what you learned and have applied since the initial impact training. You are expected to actively participate and demonstrate a clear understanding and ability to execute what you previously learned.

You will be assigned a collaboration and accountability partner with whom you will work over two days, as well as remotely post-event to follow-up with one another and your trainer.

You will develop a deeper understanding of the material by creating your own style and approach based off the 101 lessons. We will breakup and reunite the class periodically to develop and share insights and learn from one another.

We will also discuss utilizing tools, technology and 3rd party resources as credibility builders in establishing, growing, and maintaining your “Position of Trust” as you migrate from “Anonymous Entity” to “Trusted Provider” and beyond. We will have a expansive conversation about the importance creating customer life impacts and experiences to differentiate yourself and truly connect to your customer’s story.

We’ll shift to applying the knowledge and skills to the process and take turns roleplaying every step of the process so you will be ready to discuss a variety of scenarios and analyze how to best approach them for the best possible outcome. We will also troubleshoot and coach specific situations attendees have experienced since the initial training to understand what yielded success or a lesson.

Lastly, we will do a deeper dive on sharing findings, options, scope expansion, assurances and payment plans, and how to connect your story to the customer’s story in order to provide the greatest life impact and customer experience while achieving maximum performance.

NOTE: Please bring your existing presentation book and materials; any other sales tools; pricebook, investment guide, or pricing software; and any sales forms or agreements, quote forms, etc. so we can customize your utilization or advise on modifications to provide the best customer experience.

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.