EGIA Contractor University

Educational Workshop

Building a Selling Technician-Mastering Tech Communication

February 28-March 1, 2019 - Irving, TX

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

Mike Treas

The HVAC Sales Coach

hvaccoach.com

Mike brings experience in the contracting industry as a sales manager and comfort advisor for one of the largest and well respected residential heating and air conditioning contractors in the United States. He has personally worked with over 150 contracting companies across North America conducting training and consulting in the areas of sales, sales management, business management, customer service and technician lead generation training. His background consists of 35 years in sales and sales management bringing expertise, knowledge, techniques and strategies proven in the contracting industry to increase sales.

Mike’s diverse background includes movies and entertainment, public speaking, fitness and over 20 years in HVAC. As a talent agent in Hollywood, Mike had actors on television, commercials and movies. Running his own company, Mike lead his team to become the largest aerobic certification agency in the United States with a nationally recognized fitness magazine that was the first national publication specifically for the aerobic fitness community. With six motion picture credits to his name, Mike also brings film management and production to the table. What does that mean to you? It simply means that Mike knows how to entertain each and every audience plus organize training and consulting programs so you get what you pay for and walk away with the value you expect from such a performer.