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

Export to Outlook or iCal (.ics)

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

Comment Wall

Comment

RSVP for Teaching Contractors How to Sell Your Program to add comments!

Join Home Energy Pros

Attending (1)

Photos

Loading…
  • Add Photos
  • View All

Latest Activity

Sean Lintow Sr added a discussion to the group Best Practices (Residential)
Thumbnail

Radon - Passive Systems

Just curious - many locals (per codes) require…See More
1 hour ago
Duncan Cumming posted a blog post

Preparing for Winter: Time for Your Central Heating Check Up

With winter just around the corner, make certain you are not left out in the cold – get your…See More
5 hours ago
Joe Crisara posted a blog post

Give Your False Assumptions a Knockout Punch

By Derek LauberWe face seemingly unlimited obstacles when trying to manage and grow our…See More
17 hours ago
Profile IconJoe Crisara, Earth Advantage, Sydney G. Roberts and 6 more joined Home Energy Pros
17 hours ago
Jonny Fisher added a discussion to the group Energy Auditing Equipment for Sale, Trade or to Purchase
Thumbnail

Minneapolis Blower Doors and Duct Blaster for sale

I have two Minneapolis Blower Doors + DG 700, duct blaster with manometer and some other…See More
18 hours ago
Jonny Fisher replied to Hamed Ghanbari's discussion Need a Minneapolis Blower Door + DG 700 in the group Energy Auditing Equipment for Sale, Trade or to Purchase
"I have two Minneapolis blower doors with DG 700.  I also have some other used equipment if you…"
18 hours ago
Nolan Walker replied to Hamed Ghanbari's discussion Need a Minneapolis Blower Door + DG 700 in the group Energy Auditing Equipment for Sale, Trade or to Purchase
"Hi Hamed, I have an extra Minneapolis blower door system - nolanwalker@gmail.com for more…"
19 hours ago
Mike Burton replied to Hamed Ghanbari's discussion Need a Minneapolis Blower Door + DG 700 in the group Energy Auditing Equipment for Sale, Trade or to Purchase
"I have a Minneapolis Bloor Door + DG700 I am wanting to sell. Please contact me at…"
21 hours ago

© 2016   Created by Lawrence Berkeley National Laboratory.   Powered by

Badges  |  Report an Issue  |  Terms of Service