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Customer Driven Sales – Closing More At The Kitchen Table – Spokane 2/21/24

February 21 @ 8:00 am - 4:00 pm



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.

    • 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.
  • 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: Bill Kinnard, Grandy & Associates


    Grandy & Associates has been providing quality HVAC business training since 1987, with the goal to teach contractors how to run profitable companies. It offers full-day seminars/workshops, one-on-one consulting, industry-specific software, educational materials, hiring solutions and more. It does extensive business training successfully for contractors across the country, including the very popular “15 Things All Successful Contractors Have in Common.” Bill Kinnard has 30+ years’ experience in Business Training, HVAC Sales, Service Management, Sales Management and Customer Service. He has worked with companies both large and small and has a unique ability to connect with people. He is an individual with a real passion for teaching contractors to better understand their businesses and help their employees become superior performers. He has conducted decades of business, financial, technical and customer service training. As a result of his unique style and professionalism, Bill was awarded the Richard Theoret Training Excellence Award. He has spent years improving the industry by serving as Chairman of an ad-hoc advisory committee for Northeast Wisconsin Technical College in Green Bay for the purpose of creating a two-year Associate Degree program in Heating and Cooling. Upon completion of the program development Bill was re-elected to serve as Chairman for another six years of the official, state-approved Associate Degree Program HVAC Advisory Committee for Northeast Wisconsin Technical College.

Training Customer Driven Sales – 2-21-24


February 21
8:00 am - 4:00 pm


(503) 692-3210
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Airway Heights (Spokane), WA
100 N Hayford Rd
Airway Heights, WA 99001 United States
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(866) 298-1941
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