ACI Track at RESNET 09

RES 8 - Beyond Ratings: You Must Sell Efficiency

Wednesday, February 18, 2009 · 10:30 AM - 12:00 PM

One of the more difficult transitions for raters in entering the existing housing energy efficiency business is selling – to REAL live customers! You can diagnose the place to pieces, but if you can’t go “belly to belly” with an effective sales delivery – no efficiency happens! Those days are over – efficiency must be sold! Don’t think you job ends with the assessment – work must happen!

Learn to …

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: Workshop
CEU: Building Performance Institute, Inc. (BPI)

Course Presenter(s):

Joe Kuonen

Course Document(s):

RES8_Kuonen

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Course Handouts