EGIA Contractor University

Educational Workshop

Drive Sales and Accelerate Profit by Delivering the Daikin Elite Buying Experience (Sales 101)

April 10 - 11, 2019 - Markham, ON L3R8C3

The Daikin Elite Buying Experience is a one-of-a-kind system that will elevate your company’s status in the consumer’s mind as a “Trusted Authority” and differentiate your salespeople as “Trusted Advisors” to position your company and premium solutions first and foremost in the customer’s mind as offering the quality, value, reliability and uniqueness their desire. Creating a Buying Experience, IS NOT the same as selling. This is not a sales training course. What you will learn is unlike anything you’ve ever heard in the industry. You are embarking a journey that will allow you change the way people think about your company and your products and consider you in a different light than other contractors that simply want to make a sale. You will love your job, earn people’s respect and appreciation, make a difference in people’s lives and make more money for your efforts.

Course Objectives:

  • Learn the self-limiting beliefs and headtrash that restrict you from achieving your potential
  • Develop the mindset, intent, and approach to sales success that feels right and natural
  • Apply communication techniques for having better conversations that advance the buying process
  • Leverage tools and resources to engage and educate customers to discover why you represent the best value regardless of price
  • Learn how to properly position the Daikin product line and your company’s value proposition in the stories you share with your customers

Audience:

  • Owners / Principals
  • General Managers
  • Sales Managers
  • Marketing Personnel
  • Sales Personnel (novice – experienced)
  • Technicians with sales responsibilities

Presenter Bio

Russ Horrocks

Vice President, HVAC Sellutions

HVACSellutions.com

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.