Sales Series

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The PRESS PLAY Training System for Sales

The 3 Day Premier Training Program for

Salespeople in HVAC, Plumbing, and Electrical


The PRESS PLAY training system was built for 2 reasons:
  1. Salespeople need a real system they can use.
  2. The PRESS PLAY training system has only 1 agenda – PRODUCE RESULTS. The training system enhances existing training programs you may be using.
Service Excellence Training is committed to providing a dramatic increase in your:
  • Closing percentages,
  • Average tickets,
  • Add-on Accessories,
  • Referrals


Laying the Foundation

Salespeople thrive when they can see their future in your business.

Winning With The Personality TypesDISC and Advanced Insights
  • Knowing How to Win With Personalities Starts with Knowing the Personality Styles.
  • You will learn exactly what it is that motivates people to take action. You will learn the driving force behind the DISC personality assessment.
  • You will also complete a thorough DISC and Values assessment prior to attending the program. These assessments will be completely unpacked in a 67 page report.
  • You will use this report to understand how you can improve your communications, overcome objections, and boost sales!
Preparing for the Call
  • This lesson explains exactly how to get yourself mentally and emotionally ready to win! You will learn how to prepare in a way that produces results.
Relationship Building
  • All relationships are about common ground. You will learn how to:
  • Find the common ground subjects that will allow you to build a powerful relationship with any client.
  • Remove the obstacle “They did not like me.”
Evaluating Through Questions
  • Did you know that the ability to ask the right questions is the most important part of the entire service process? You will learn how to:Build your presentation based on the client’s answers.
  • Settling Anxieties
  • Credibility: The client is thinking “Can he fix this?” You will learn how to make them think “I won’t use anyone else!”
  • Price: You will learn how to address the client’s fears about price, and overcome any price objections.
System Diagnostic
  • Proving Your Recommendation Through an Undeniable Method.
  • If the client doesn’t believe your findings are correct, you will never win his business. You will learn how to get absolute confirmation from the client.
Presenting Prescriptions
  • Amplifying the “Yeses” in Your Presentation
  • Getting a “Yes” is all about building value that is greater than the price concerns.
  • This lesson is for anyone who has ever been told: “You are too expensive!”
Mastering Your Presentation
  • You will learn every step in mastering the use of a Professional Presentation.
  • You will also receive access to the Design Guide that you can customize for your company!   This is included with your class!


The Design Guide

We are proud to provide the training for Abacus Plumbing and Air Conditioning, and to have created their “Comfort System Design Guide.”

Overcoming Objections
  • Eliminate the “No’s” From Your Life
  • Objections occur on every call. Unfortunately, most salespeople don’t know how to professionally work through the objection.
  • You will learn how to use the objection to create the close.
  • Boosting the Service Ticket
  • You will learn how to perform the “A,B,C” approach to closing.
The Options Close
  • You will learn how to use the Options Form to create a desire for your recommendations.
Creating Desire for Large Ticket Items
  • Replacement Sales are Critical for HVAC and Roofing
  • The Technician Lead is the highest impact revenue generator inside your business.
  • You will learn how to convert +80% of your opportunities in an ethical manner.
Add-ons Boost Sales
  • You will learn the secrets to creating large replacement tickets through the power of add-ons.



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