Teaching Contractors How to Sell Your Program

Event Details

Teaching Contractors How to Sell Your Program

Time: March 8, 2012 from 11am to 12:30pm
Location: Online
Website or Map: http://www.egia.org/Academy/2…
Event Type: webinar
Organized By: EGIA
Latest Activity: Mar 5, 2012

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Event Description

Teaching Contractors How to Sell Your Program

"Leading programs recognize the need to support contractors with sales and business training to help them succeed…, " notes a recent Lawrence Berkeley National Laboratory policy brief.   Learn from sales trainers who have traditionally worked with "reactive" HVAC, windows and siding dealers but are transitioning to a more "proactive" sales approach that helps home and business owners discover the value of making energy-saving improvements before systems fail in order to lower utility bills and take advantage of current incentives.

This webinar will explain what utility and government sponsored program managers can learn from how manufacturers approach sales training for their single-measure installation dealers.

During this Web Exchange, you will gain these insights on how to:

  • Reveal  the real $$$ value to contractors of qualified vs. unqualified sales leads, and the industry standards for sales close ratios in home improvement industry
  • Acknowledge that contractors almost never fail because they can't do the work, but fail because they can't find enough prospective buyers, can't sell those prospective buyers often enough, and/or can't sell well enough to make margins that will allow them to survive and grow.
  • Differentiate the need for contractors to be trained in a consultative sales approach vs. orienting them to pitching the features and potential benefits of specific programs
  • Understand why contractors expect you to make their phone ring and why generating leads for them is never enough.  Learn why you need to teach some contractors what to do when the phone does ring to establish an orchestrated approach to gathering information and successfully transitioning the ringing phone into an appointment and then the appointment into an agreement to invest in home improvement
  • Discover how manufacturers make sure their dealers understand how sales training is a shared investment that must be earned

Who should attend? Energy and water utility and state/local government staff who design and implement programs that encourage homeowners to make energy/water efficiency and renewable energy improvements.

Gift Bag:.  All registrants will receive "Contractor Sales Training: Providing the Skills Necessary to Sell Comprehensive Home Energy Upgrades" the latest Clean Energy Program Policy Brief published by Lawrence Berkeley National Laboratory.

No need to travel! Learn at your computer! As easy as a conference call! Your EGIA Leadership Academy Web Exchange registration includes one phone line (or Voice-Over-Internet) connection plus a web link to the presentations. You are welcome to use the phone connection on a speaker phone and project the Web Exchange in a conference room so an unlimited number of your associates may participate. After the event, you will receive a link to the archived Web Exchange with unlimited access to presentation slides with an audio recording of the presenters and question-and-answer discussion.

Can't participate on this date/time? No problem, register anyway, participate live with those from your organization who can make it, and you will receive a video/audio recording link afterward to view and share with others in your organization.

If you have any registration questions contact:

EGIA Registration Support 1 (866) 367-3442 ext. 385 registration@egia.org

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