Sales Series Course
Great Service Gets You to the Table. What Happens When the Customer Hesitates?
A six-week online course built to help comfort advisors and in-home sales professionals handle hesitation with confidence and close more jobs without pressure.
At a Glance
- Six-week online course for in-home sales professionals
- Weekly live sessions, built around the five most common objections
- For comfort advisors, system designers, level 2 techs, and sales reps
- Outcomes: fewer cold jobs after a great presentation, higher close rates, consistent objection handling across the team
- Investment: $3,371 Seat Holder / $3,966 Standard, per company, per course
Level 2 Starts Here
If the Tech Series is about earning trust through the in-home experience, the Sales Series is about what happens when a customer hesitates.
You’ve done the diagnosis. You’ve built the options. You’ve presented clearly and professionally. Then the customer says something that stops the call in its tracks.
That moment is where jobs are won or lost. How your comfort advisor handles it makes the difference.
This isn NOT about pressure tactics or scripted rebuttals. It’s about understanding why customers hesitate. What they’re really saying. And how to respond in a way that serves them well and moves the conversation forward.
Service is still the backbone. This course builds on it.
What the Sales Series Is
A six-week online course for comfort advisors, system designers, level 2 technicians, and in-home sales professionals at residential home-service companies.
Each course in the series focuses on one high-value skill set and goes deep. This first course is built around the five most common objections your team hears. And the communication framework to handle each one with confidence, honesty, and no pressure.
Format: Weekly live-online sessions
Duration: Six weeks
Pricing: Per company, per course
What Gets Covered, Week by Week
1
“I Need to Think About It.” The most common stall in the business
Also, the most mishandled. Techs back off. Or they push harder, and neither works. This session teaches your team what “I need to think about it” actually means. And how to re-engage the customer around the real hesitation underneath it.
2
“I Want to Get Three Bids.” A customer who wants three bids isn’t a lost job yet
This session covers how to respond without panic or pressure. How to reinforce the value of the work already done. How to position your company honestly against the comparison they’re about to make.
3
“I Need to Talk to My Spouse.” This one is almost never about the spouse
This session helps your team identify whether it’s a genuine need or a polite exit. How to invite the conversation rather than close it down. How to set up the follow-up so the job doesn’t go cold.
4
“It’s Too Expensive.” Price objections are almost always value objections in disguise
This session teaches your team how to separate the two. How to reconnect the customer to the problem they called about. How to present value in a way that makes the price make sense — without discounting.
5
“I Can’t Afford That.” This one needs a different response than “it’s too expensive.” This session covers how to explore what the customer actually can do
How to present the right option without abandoning the professional recommendation. How to protect the relationship even when the job doesn’t close at full value.
6
Master Class: Objections in Context
A full integration session. Participants work through live role-play scenarios in which multiple objections arise in a single call. Because that’s how it happens in the field. The focus is on staying calm, staying helpful, and never letting the conversation feel like a negotiation.
What Your Team Will Be Able to Do by Week 6
When your people finish this course, they won’t freeze when a customer hesitates. They’ll have a response. Not just a script. A framework that keeps the conversation honest and moving.
What that produces, in our experience:
- Fewer jobs that go cold after a great presentation
- Higher close rates on premium options
- Customers who feel heard, not handled
- A team that approaches every call with confidence, they can handle whatever comes up
Who This Is For
The Sales Series is the right fit if:
- Your comfort advisors or in-home sales reps present well but lose jobs when customers push back
- Your team handles each objection differently, with no shared language and no consistent process
- You have one strong closer, and everyone else is inconsistent
- Your techs are informally doing the sale and need a real framework for the hard part of the conversation
A note on sequencing: The Sales Series is Level 2. It builds on the communication foundation from the Tech Series. If your team hasn’t been through the Tech Series, they can still benefit. But the Tech Series is the recommended starting point.
Who it’s not for: Teams already running a consistent, documented objection-handling process on every call that actually works.
Investment
Manager Series Course
Seat Holder
$3,371
per company
Growth Table member pricing
Standard
$3,396
per company
Non-member pricing
Seat Holder pricing is available to Growth Table members (Growth Group and Growth Partner). If your company isn’t in the Growth Table yet, you’ll pay the Standard rate. You can explore the Growth Table to see if membership makes sense for your business.
Frequently Asked Questions
Is this a sales course or a communication course?
Both. But in the right order. Great service gets you to the table. This course teaches your team how to handle customer hesitation. That’s a communication skill. And it’s built on the same service-first foundation as everything else we teach.
Does my team need to have completed the Tech Series first?
It’s recommended, not required. The Sales Series is designed as Level 2. It assumes a baseline of in-home communication skills. If your team hasn’t been through the Tech Series, that’s a good place to start.
What’s the participant limit?
Up to 12 participants per sprint. If you have more than 12 people who need the same training, we’d suggest either running two separate sprints or exploring whether the open-enrollment series works for part of the group.
My top closer is already great. Is this still useful?
Sales training often works best for those who are already great. You should invest in your best. You should also invest in those who deserve it. The goal is to raise the floor for everyone. One strong closer doesn’t scale. A team that handles objections consistently does.
Will there be more Sales Series courses?
Yes. Each course in the Sales Series focuses on one high-value skill set. Future courses will go deep into other areas of the in-home sales conversation. This is the first one.
Also Worth Looking At
- Tech Series Course — Level 1: in-home communication and trust-building for field techs
- PRESS PLAY Workshop — a three-day immersive live training for techs and salespeople
- Dedicated 6-Week Skill Sprint — a private course run exclusively for your company
Ready to Build a Team That Handles Hesitation With Confidence?
No pitch. No pressure. A clear next step based on your current needs.
