Sales Department

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Jeffrey · December 16, 2025

Course Instructor

Jeffrey Author

Sales Mindset

How to Prepare for the Call

How to Prepare for the Call Quiz

Sales Call Preparation

Sales Call Preparation Quiz

Sitting in the Power Position

Sitting in the Power Position Quiz

Building Urgency

Building Urgency Quiz

Building Urgency in the Offseason

Building Urgency in the Offseason Quiz

Post Summer Grind Season

Post Summer Grind Season Quiz

Why Do Customers Say “No”?

Why Do Customers Say “No”? Quiz

Offering Solutions

Offering Solutions Quiz

Going Over Options

Going Over Options Quiz

Asking for their Business

Asking for their Business Quiz

Sales Tools

Why Use a Presentation Book

Why Use a Presentation Book Quiz

Going through the Presentation Book

Picture & Presentation Book

Photo book / Brag book

Technician Presentation Book & Upfront Pricing

Technician Presentation Book & Upfront Pricing Quiz

Upfront Pricing Guide – Electrical & HVAC

Upfront Pricing Guide – Electrical & HVAC Quiz

HVAC Packets

How a Door Mat Can Separate Your Business

Estimate Process – HVAC

Importance of a Sales Process

Importance of a Sales Process Quiz

Introduction to the Sales Process

1. Entering the Home

1. Entering the Home Quiz

Approaching The Home – Role Play

2. Comfort Survey

2. Comfort Survey Quiz

3. Getting a Pulse/Temperature Splits

3. Getting a Pulse/Temperature Splits Quiz

4. Checking Electrical Panel and Outdoor Unit

4. Checking Electrical Panel and Outdoor Unit Quiz

5. Inspecting Indoor Unit and Taking Indoor Measurements

5. Inspecting Indoor Unit and Taking Indoor Measurements Quiz

6. Attic Duct Inspection

6. Attic Duct Inspection Quiz

7. Getting Back to the Table

Getting Back to the Table Quiz

Estimate Process – HVAC (No Charge Estimate)

No Charge Estimate – Introduction

No Charge Estimate – Part 1

No Charge Estimate – Part 1 Quiz

No Charge Estimate – Part 2

No Charge Estimate – Part 2 Quiz

No Charge Estimate – Part 3

No Charge Estimate – Part 3 Quiz

No Charge Estimate – Part 4

No Charge Estimate – Part 4 Quiz

No Charge Estimate – Part 5

No Charge Estimate – Part 5 Quiz

No Charge Estimate – Part 6

No Charge Estimate – Part 6 Quiz

Service & Sales Call Processes – Plumbing

The Plumber Comfort Advisor Role

The Plumber Comfort Advisor Role Quiz

Your Why

Preparing for the Call

Preparing for the Call Quiz

Pre-Call Checklist – “Showtime”

Pre-Call Checklist – “Showtime” Quiz

Lead with a Professional Vocabulary

Lead with a Professional Vocabulary Quiz

Taking the Blinders Off – Mindset

Taking the Blinders Off – Mindset Quiz

Keeping a Positive Attitude

Keeping a Positive Attitude Quiz

Keeping a Positive Attitude – Part 2

Keeping a Positive Attitude – Part 2 Quiz

First Impression

First Impression Quiz

Entering The Home

Entering The Home Quiz

Setting Expectations

Setting Expectations Quiz

Asking for Permission

Asking for Permission Quiz

Listening Stage

Listening Stage Quiz

Diagnostic

Diagnostic Quiz

Educating the Homeowner

Educating the Homeowner Quiz

Questions & Concerns

Questions & Concerns Quiz

Building Options

Building Options Quiz

Plumbing Maintenance – Water Heater

Plumbing Maintenance – Water Heater Quiz

Plumbing Sales Presentation – Part 1

Plumbing Sales Presentation – Part 1 Quiz

Plumbing Sales Presentation – Part 2

Plumbing Sales Presentation – Part 2 Quiz

Financing

Financing Quiz

Assuming the Close

Assuming the Close Quiz

Closing Deals

How To Guarantee Your Product

How To Guarantee Your Product Quiz

Selling Extended Warranties

Selling Extended Warranties Quiz

Porch Light Close

Porch Light Close Quiz

Porch Light Close 2

Porch Light Close 2 Quiz

Post Close Process

Post Close Process Quiz

Financing

Step / Tiered Finance Options

Step / Tiered Finance Options Quiz

Selling Financing

Selling Financing Quiz

Ducting & IAQ Sales

Duct Sales – Painting a Picture

Duct Sales – Painting a Picture Quiz

Selling IAQ – Humidifiers

Selling IAQ – Humidifiers Quiz

Sales Department KPIs

HVAC Sales KPIs

HVAC Sales KPIs Quiz

Plumbing KPIs

Plumbing KPIs Quiz

Why We Track with KPIs

Why We Track with KPIs Quiz

What the KPIs are Telling You

What the KPIs are Telling You Quiz

Rehash

Importance of Rehash

Importance of Rehash Quiz

Rehash – Repair & Estimate

Rehash – Repair & Estimate Quiz

Rehash Call Demo

Rehash Call Demo Quiz

Rehash Objections

Rehash Objections Quiz

Call By Call Management

Call by Call Touch Points

Call by Call Process

Call by Call Webinar (1)

Call by Call Webinar (2)

Call by Call Webinar (3)

Outbounding 101

Introduction to Outbounding 101

Why Do Owners Use Outbounding Services

Why & How to Scrub Lists – Targeting Specifics

The Who What When Where How – Campaign building

Avoiding the Spam List*

Memberships

The Power of Consistency

Cross Market to New Services

Why Outbounding is Important