Course curriculum

  • 1
    Module 1 Dialing in on You Markets and Profit Opportunities
    • Welcome
    • Your Gmail Email and Google Docs
    • Customer Avatar Spreadsheet
    • Market Opportunity and Market Share Calculations
    • Market Analysis
    • Customer Acquisition Costs Overview
    • How to Calculate Customer Acquisition Costs
    • Aligning Wants and Motivations
    • Aligning Wants and Motivations Doc
  • 2
    Module 2 Strategy & Leadership
    • Your Company Values, Vision and Mission
    • Creating your Mission Statement, Designing your Organization by Capacities
    • Determining your Capacities and their Financial Contributions 1/3
    • Determining your Capacities and their Financial Contributions 2/3
    • Determining your Capacities and their Financial Contributions 3/3
    • Your Organizational Chart (Now versus New)
    • Organizational Chart
    • Your NEW HVAC Business Success IMAGE
    • Write down your New Image Ideas Here!
    • Leadership, Accountability and Culture
    • Leadership, Accountability and Culture Doc
  • 3
    Module 3 Aligning Culture, Vision and Direction with Systems
    • Determine your Products and Services
    • Products & Services
    • Pricing your Products and Services
    • Price Calculations for your Services
    • Your Maintenance Agreement Program
    • Choosing your Maintenance Agreement Format(s)
    • Sample Maintenance Agreement Form
    • Sample Service Agreement Document
    • Report shows Maintenance Agreement results
  • 4
    Module 4 Processes & Systems Part 1
    • Intro to Processes & Systems
    • Telephone Eloquence
    • Telephone Eloquence Doc
    • Prospect & Call Form
    • Prospect & Call Form
    • Dispatching for Success
    • Dispatching for Success
    • Follow-up with Techs and Employees
    • Follow Up Call Sample Forms
  • 5
    Module 5 Processes & Systems Part 2
    • Vocabulary that SELLS!
    • Vocabulary Document
    • Technical Vocabulary Ideas
    • Incentives that Inspire
    • Incentives that Inspire
    • Internal Job Flow Charts
    • Internal Job Flow Charts
    • The Perfect Service Call Part 1
    • The Perfect Service Call Part 2
    • Creating Your Perfect Service Call
    • Maintenance Procedures that sell!
    • Maintenance procedures that sell!
    • Installations that Inspire!
    • Installations that Inspire
  • 6
    Module 6 Processes & Systems Part 3
    • Sales Training Video 1
    • Sales Training "Leads Temperature" and why it matters.
    • Presenting to different Customer Types (Prospective, Occasional & Loyal Customers)
    • Customer Types Have Unique Needs
    • Consultative/Relationship Sales Process 1 of 2
    • Consultative/Relationship Sales Process 2 of 2
    • Building Rapport and Following your Process
    • Importance of an Energy Efficient Installation Explained
    • Supporting Materials
    • Your Sales Presentation Process Part 1 of 2
    • Your Sales Presentation Process Part 1 of 2
    • Your Sales Presentation Process
  • 7
    Module 7 Taking Inventory of Your Assets and Liabilities
    • Internal & External Training Plus
    • Internal & External Training Plus