ACI New Jersey Home Performance Conference for Whole House Energy Solutions

BUS 3 - Home Performance Sales Techniques: How to Win the Job

Tuesday, September 09, 2008 · 3:00 PM - 4:30 PM

What do consumers expect before you arrive? Are they defensive or wary of the “sales schmooz?” You can diagnose the place to pieces, but if no one wants you to fix anything, nothing gets fixed and you don’t make a dime.

How do you …

Use interviewing techniques and diagnostic discovery to motivate the customer and develop their desire to have their home perform?
Build a trusting relationship before the work begins?
Maximize your ability to communicate the technical side of diagnostics to the customer without glazing them over or boring them?
Communicate confidence in your conclusions and recommendations?

Type: 90-Minute Breakout
Track: HP Business Development
CEU: Building Performance Institute, Inc. (BPI) Residential Energy Services Network (RESNET) National Association of the Remodeling Industry (NARI)

Course Presenter(s):

Mike Gorman

Course Document(s):

BUS3_Gorman
(text from presentation)

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