This full-day session, with home performance expert Mike Rogers, provides an introduction and overview of key sales skills, tools, and approaches for residential contractors, especially those delivering comprehensive energy-efficiency and performance upgrades. The class includes elements important for success in consulting, and selling home performance to homeowners. This session is ideal for owners, managers, sales people, and marketers and will cover: communicating building science to a consumer; consultative sales enhanced by home performance; questions as communication drivers in the sales process, and closing deals.
The training includes interactive exercises (with worksheets so contractors can bring the exercises back to their offices) and discussion time. The class is being offered at a reduced rate of $100 per attendee thanks to a subsidy from PG&E.
Topics will include:
Foundations of Successful Sales
- Avoiding Jargon
- Audience/Message/Call-to Action
A consultative sales approach for energy efficiency
Questioning to understand
The in-home sales process
- Questions versus lecturing
- Building value
- Consumer decision-making
- Presenting proposals
- Objection handling