Customer Driven Sales – Closing More at the Kitchen Table (Friday, March 7th, 2025)

CUSTOMER DRIVEN SALES – CLOSING MORE AT THE KITCHEN TABLE (Friday, March 7th, 2025)

To close more deals at the kitchen table, you first must get to the kitchen table. The Customer Driven Sales class will guide you step by step from first contact to closing the deal! The goal of this class is to help you close more deals at a higher average ticket on a consistent basis.

• TOPICS INCLUDE:
  • What are the five things your website must include to capture customer attention.
  • CSR training to answer the 4 most important questions clients ask when setting the appointment.
  • Comfort survey questions designed to uncover problems most important to the customer.
  • Onsite assessment steps to remember so you don’t miss revenue opportunities.
  • Science of presenting solutions: The way you present solutions shape customer preferences.
  • Ask for the sale: Moving from professional visitor to professional closer.
  • Overcome objections: Proven responses to answer common objections and extend the conversation.
  • Follow up: Only 1 in 8 sales professionals have a consistent follow-up plan.
  • Securing customer reviews so you become a referral-based company.
• DATE: Friday, March 7th, 2025
• TIME: 8:00 AM – 4:00 PM
• LOCATION: 1 Cowlitz Way, Ridgefield, WA 98642 (Portland International Airport)
• COST: $515 per student
• FAD Hours: 8 Factory FAD Hours
• NATE: 8 Hours (provided by Grandy & Associates, see below for eligibility)
  • NATE credit received through this course is associated with the following specialties: Air Conditioning Installation, Air Conditioning Service, Air Distribution Installation, Air Distribution Service, Air to Air Heat Pump Installation, Air to Air Heat Pump Service, Commercial, Refrigeration Installation, Commercial Refrigeration Service, Efficiency Analyst Senior, Gas Heating (Air) Installation, Gas Heating (Air) Service, Ground Source Heat Pump Installation, HVAC Performance Verifier, Hydronics Gas Installation, Hydronics Gas Service, Hydronics Oil Installation, Hydronics Oil Service, Light Commercial Refrigeration Installation, Light Commercial Refrigeration Service, Oil Heating (Air) Installation, Oil Heating (Air) Service
• WHO SHOULD ATTEND: This class is perfect for comfort consultants and selling technicians who are ready to take their skills to the next level and be more effective than ever.
• INSTRUCTOR: Patrick Chapman, Grandy & AssociatesPatrick Chapman has over two decades of experience in the trades industry in various roles including Sales, Service Management, Installation, Job Inspections, Administration, and Territory Management for one of the largest HVAC Distributors in the world. His expertise includes both commercial and residential applications. Patrick joined the Grandy team in 2017 in the role of trainer and consultant. His teaching style creates an engaging learning environment where students discover proven success strategies.  Patrick also serves as a consultant for local contractors with a hands-on approach to help teams unlock greater profitability and discover the pathway to consistently achieve their goals.