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  Classroom Technical Field Training 1/2 Day (3.5 hrs) Classroom Technical Field Training 1 Day (7 hrs) Sales and Business Workshops U S Regional Training Professional Staff
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  Free Web Based Training (WBT) On-line Mentored HVAC Training Sales and Business Training (Audio Only)

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Instructor Led

Sales and Business Workshops

Course List
Business Management 1 Day (7 hour) Business Management 2 Day (14 hour) Dealer Residential Sales 7 Hours - 1 Day Customer Relations for Service Technicians - 1 Day (7 Hour) Customer Relations For Counter Sales - 1/2 Day (3.5 Hours) DiSC Personality Profile Customer Relations Workshop - 1/2 Day (3.5 Hours) Distributor Territory Manager Sales Training - 1-2 Days(7 - 14 Hours)

Most of these workshops are 1 day (7 hours) sessions with some 1/2 day (3.5 hours) and Business Management available in either the 1 day version or the 2 day (14 hours) version. Topics are available for dealer meetings, trade and professional organizations and special events in even shorter time frames. These workshops are not boring lectures; they are hands-on workshops with group discussion and HVAC-specific exercises. All workshop materials and qualified instructors are provided by ICP.

Business Management 1 Day (7 hour) – The class begins by examining the Profit and Loss Statement (P&L), the business report card, then shows students how to use it to make the right business decisions. Pricing jobs for profit, gross margin vs. markup, four ways to increase profits, proper job costing, labor intensity, business failure statistics, 3 methods of computing the right price, and gross margin per hour are among the many discussion topics. A quick 30 second method of profit checking all jobs, regardless of your level of record keeping, is the highlight for many past attendees. This workshop is not only for owners, but also any key employees involved in record keeping, pricing, or leader-ship roles. You will make more money in your business if you use the ideas as outlined in this workshop!

Course Topics: Each year hundreds of the nation's best HVAC technicians go into business for themselves and make less money than they did when they worked for someone else. In fact, over 75% fail, with "lack of profits" being the leading indicator. This workshop is all about making more money in the HVAC business.

Business Management 2 Day (14 hour) – This recommended workshop allows the student all the benefits of the 1 day workshop and expands into some key areas of profit building that are beyond the scope of the 1 day workshop. Learn the concepts in day 1 then apply in day 2. Additional Topics are listed below. This workshop is not only for owners, but also any key employees involved in record keeping, pricing, or leader-ship roles. You will make more money in your business if you use the ideas as outlined in this workshop!

Course Topics: Flat Rate Pricing - Fastest Growing Service Product Determining Labor Rates - The Right Price Business Value - What is Your Business Worth Service Agreements - Why Sell Tips to Increase Rates in Service HVAC P&L Divisions - Are They All Profitable? Business Growth - The 10% rule Credit and Collections - Get Your Money Quick

Dealer Residential Sales 7 Hours - 1 Day – You have to explain to the customer what you already know, namely a higher price could be a better price, when purchasing home comfort. If you can show customers value for their money, they will be inclined to buy, even at a higher price! This workshop reviews the entire sales presentation from making the appointment, to following up after the completion of the job. If you are tired of NOT knowing what to say when the customer says, "price is my primary concern", "let me think it over", or "I want to get more bids"; this class is for you. Don’t let your competition get YOUR job at a lower, or higher price!

Course Topics: You know your company does great work, and to do it you need to hire experienced technicians, and provide them with the proper tools and training to do the job right. But this exceptional quality has cost and it seems like your customers are only interested in one thing, PRICE! Adding to your woes are low quality-low priced competition and you have to make the decision to beat them or join them. How can you beat them? The answer is value!

Customer Relations for Service Technicians - 1 Day (7 Hour) – Every year the typical Service Technician has over 1000 opportunities to handle an upset customer, get referrals for their companies, sell an add-on energy saving accessory or give the customer complete "peace of mind" by signing them up for a service contract or extended warranty. They can make a huge impact on the bottom line of their companies, even if they can convince customers only 10% of the time. Consider investing in your "Silent Sales Force" today by enrolling them in this workshop.

Course Topics: In this workshop, technicians learn tips for doing all these things, and more importantly why they should. The workshop begins with a "What's in it for me" session and ends with tips for closing the sale. Everything from enthusiasm, handling customer complaints, building value and objection handling is discussed throughout the day.

Customer Relations For Counter Sales - 1/2 Day (3.5 Hours) – Technical training for counter sales personnel is paramount to their success, but the non-technical sales and customer relations side is important as well. The latter is the topic for this 1/2 day class. Your Counter Staff is paramount to your success! Make them ready by booking this high impact seminar!
Course Topics: Discussion on why customers are lost and prevention. Send your customers out with ALL they need. How to handle and salvage irate customers Why complaining customers are the key to success Questioning techniques to build add on sales. Objection Handling Techniques to build sales. How to be the one the customers choose to buy from

DiSC Personality Profile Customer Relations Workshop - 1/2 Day (3.5 Hours) – This class is for Distributors and Dealers and is perfect for anyone with either internal or external customers. Do you have customers you identify with immediately and some you never seem to "click" with? Do some customers seem to take forever to make a decision? Do you have some customers who talk, talk, talk and never seem to say anything? Do you have some customers who really want to know all the specs and others who could care less? All these things have to do with the personalities of your customers. Knowing how to read and evaluate these things can result in increased sales, retained customers, and best of all additional profits for your company.

Course Topics: This workshop begins with all attendees completing a DiSC Personality Profile and identifying their classical pattern. Each attendee can then assess how they can improve their behavior to increase their adaptability to those around them. The result is an increase in productivity, decrease in conflicts or barriers, or an increase in sales. The second step is to use clues to identify the personality type of their customer. Once identified, steps to increase relationships, loyalty and sales are discussed to give the workshop attendees the tools they need to meet their goals. This workshop is not only fun for the students, but meaningful for their internal/external customer relationships.

Distributor Territory Manager Sales Training - 1-2 Days(7 - 14 Hours) – "Your territory sales are way down!" - "Why do your dealers only sell entry level?" - "Great, we lost another one to ACE Distributing!" - "What do you mean, he is going bankrupt?" Have you heard these statements a little too much lately? A well trained sales staff is paramount to the success of any distributorship, not to mention the success of their dealer base. Most dealers have received very limited training and they look to the Distributor Sales team for guidance, training, and ideas. This workshop is all about providing solutions to help the Distributor Territory Manager maximize their territory sales and mix. Offer the full 14 hours to your sales staff or offer a day with the topics you select. Work with the instructor to build the perfect sales workshop for your organization. Invest in your future, everyone will be glad you did!

Course Topics: Defining Dealer/Contractor Needs Maximizing Territory Gross Margins Time Management Skills ABC Classification (Who are you spending your time with) Contact Tips to Save Time Customer Relations Skills (see description of this class) Handling Irate Customers DiSC Personality Profile (see description of this class) Building Dealer Profits Bottom Right Corner Selling Building Value 3 Things Sold Using Automated Reminders Selling Benefits Price Objections Brand Recognition Handling Objections Getting Your Foot in the Door Using the Business Opportunity Overview Closing the Sale Role Play Formula for Success Internal Teamwork