Master $elling®
Understand and exceed the expectations of today’s informed consumers.
Ready to get started?
Course Description
Rethink HVAC sales and shift toward a contemporary sales model in this updated advanced sales program. The best salespeople never stop honing their craft. Whatever the demographics in your market, today’s homeowners are generally more self-educating, and the internet is now consumers’ top source of information about HVAC. It’s time to learn some new approaches to closing at the kitchen table, or in a video call.
What you'll learn
- Collaborative and interactive learning experience. Explore each category of the S.C.O.R.E. sales process in a workshop format.
- Learn to recommend the right design specific for your market and the foundations of a comfort system.
- Take a deep dive into the psychology of today’s consumers, and practice the Listen, Acknowledge, Explore, Respond communication method.
- Enjoy a hands-on experience with role-playing. Classes are Tues-Thurs, 8am - 5pm.
Course Overview
Sample Syllabus- Current Sales Trends
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S.C.O.R.E. – Begin with the “End in Mind”
- Timeline of the Consultative Sales Process
- Send the Right Message – The Greeting
- Collaboration – Ask Better Questions
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Operational Assessment – Walk & Look
- Start with the Thermostat
- Load Calculation
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Encouragement
- Close the Deal!
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Recommend – The Right Design for Your Market and The Foundation of a
Comfort System
- Moving Toward the Close and Designing a Value Proposition
- Why Consumers Buy – or Not!
- The Importance of Options
- Moving Toward the Close: Total Cost of Ownership
- Tips for Designing a Credible Value Proposition • The Informed Customer
- The Power of Testimonials
- Customer Impact of Social Networking
- Goals and Goal Setting
- 6 Reasons to Buy from You
- Why We Need to Offer Financing
- Post Sales & Referrals
Ready to take the next step in your career?
Register NowInstructor-Led
This class is hands-on with role-practicing and delivered at specified locations. Participants should bring their company presentation books with them. Classes are Tuesday through Thursday, 8am - 5pm.
To access schedule and registration, please login to your Lennox Pros account.
2024 Program Pricing
$1500 USD Non-Premier
$1200 USD Premier Dealer (20% discount)
Live Streaming
The same content as our in-person Master $elling® class, delivered to your home or office computer. In the live streaming class, participants meet online with a live instructor for 4.5 hour class segments, on three consecutive days for each two week period. Instruction starts at 8:00 a.m. in the time zone the class is offered.
To access schedule and registration, please login to your Lennox Pros account.
Live Streaming Benefits
- Real-time, live instruction and classroom participation, without travel.
- Focused, in-depth instruction and discussion for three consecutive days.
- Learn new concepts or refresh existing knowledge to enhance on-the-job performance.
- 4.5 hour morning sessions leave time to run calls for the remainder of the day.
2024 Program Pricing
$1500 USD Non-Premier
$1200 USD Premier Dealer (20% discount)
2023 Course Schedule
| Course Name | Date | Location | Type (In-Person or Live-Stream) |
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Testimonials
“…because of the training on walking through objections I managed to close an $18,000 sale today in the house! It feels great to be able to confidently work through the reasons not to buy...”
“Very much worth the time. Even the most experienced salesperson can learn valuable information.”
Get NATE credit for your Learning Solutions training hours.
And we’ll send the hours you earn directly to NATE on your behalf.
It’s simple. Register your NATE I.D. with us, make sure you’re logged into your lennoxpros.com page, click here, and follow the instructions on the page.