EGIA Contractor University

Educational Workshop

Sales Execution: Differentiate, Engage and Educate for Maximum Results

March 3-4, 2020 - Kenner, LA

Sales/Selling is a myth. People choose to buy, or they choose not to buy. The choice is always theirs to make. Attempting to sell people typically yields a lot of hysterical hyperactivity with marginal and inconsistent results, company revenue and personal income, which in turn yields emotional ups and downs for salespeople and business owners.

People + Process = Performance: To eliminate erratic performance results, you will learn a value of executing a process in which you are no longer selling, closing, and overcoming objections. You will change your focus to guide the customer to choose how they want to proceed through a process of engaging, educating, investigating, exploring, sharing, empowering, consideration, discovery, and allowing the freedom of choice to yield a better customer experience and greater performance results.

We will do a deep dive on each step of the process so you can understand the importance of shifting from selling to the natural evolution of discovery. You will learn exactly what to do and begin to understand the psychology of how, why, and when to do everything, and what the customer takes away and what you expect to achieve from each stage of the process.

Key Learning Points:


  1. Mental Preparation – Get your mind right to get your results right
  2. Approach & Introduction – How you start means everything
  3. Exploration – Conversation and connection lead to relaxation and trust
    1. Aligning ourselves with customer to prove intent
    2. Fact finding
    3. Learning the customer’s buying process
    4. Price conditioning
  4. Set Mutual Expectations – Gain commitment to the process
  5. Get to work – Customer, home and system analysis
    1. Discovering the scope of possibilities
    2. Finding a customer’s emotional currency
    3. Separating from competition
    4. Proving competence
  6. Develop Findings & Options - Recipe for the “Best Possible Outcome”
    1. Getting creative with differentiated solutions
  7. Share Findings & Options – Exceed expectation and competition
    1. Expanding the scope of consideration
    2. Getting the customer to say ‘No’ to get them to say ‘Yes’
    3. Teach a customer how to buy and what value is
    4. Leveraging convenient and flexible payment programs
    5. Removing and reversing risk
  8. Gain Commitment to Next Step – Stay relevant to the customer’s process
  9. Follow-Up as Appropriate – Success does not end with a sale

Expectations:


  • Increased connection ratios, average sale, revenue per lead, overall sales
  • More jobs financed for more money
  • Shift the mix of products to higher-end solutions with more add-ons
  • Happier customers, better and more reviews, more referrals

This workshop is designed to provide sales advancement for:


  • Owners
  • Sales & Service Managers
  • New Salespeople
  • Existing Salespeople looking to evolve and be more effective
  • Technicians looking to sell

Presenter Bio

Drew Cameron

President, ProfitSpark & Energy Design System, Inc.

Drew Cameron is America’s Most Sought-After Sales & Marketing Strategy and Success Adviser to Home Services Contractors, is president of both ProfitSpark (formerly HVAC Sellutions) and Energy Design Systems, LLC: the premier industry alliance developing leading-edge technology along with providing complementary marketing planning, budgeting, content and consultative support; and sales recruiting, education, coaching, consulting, and performance and profit enhancement for Home Services Contractors.

Drew's 41 years of experience in all facets of running a residential contracting business help companies implement effective lead generating marketing sales strategies to build multi-million-dollar profit-generating home services companies. Drew is a renowned author, educator, coach, consultant, inspirational/educational/"irritational"/aspirational speaker, software developer, industry philanthropist, and an International Consultant Award Winner.

Drew is also the president of the Ron Cameron Foundation, a Board member, a Foundation Board Trustee, a Contractor University Founder & Faculty member for the Electric & Gas Industries Association (EGIA), a member of Black Belt Contracting (BBC), and a member of Air Conditioning Contractors of America (ACCA).