Training Sellutions

High Impact Certified Training Courses to Help You "Learn, Earn, and Achieve"


HVAC Introductory Technical & Sales Training for New Residential Salespeople

The quickest way to grow your business and improve your cash flow and profitability picture is via Residential Add-on and Replacement Sales. The best way to gain maximum marketshare is by hiring a good professional salesperson and pointing them in the right direction. Technician selling and turning a tech into a salesperson can be effective, but NEVER come close to yielding the results that a true professional salesperson can deliver.

The problem is that successful experienced in-home salespeople with industry knowledge are rare and if you manage to get one, it’s usually because they are reject from another HVAC company. The best HVAC salespeople are gainfully employed, not looking for a new job, are hard to steal.

Well, this 5-day course is a way for you to hire a professional salesperson with comparable selling skills from any industry and teach them what they need to know about the HVAC industry and its products and services and be able to recommend the proper solutions and present them in a user-friendly effective manner to begin closing sales on their very first calls.

3 Days of HVAC Technical Training for the Non-Technician: Understanding the industry terminology; basic functions of heating and cooling systems; distinguishing between the various types of heating and cooling systems and comfort-enhancing system accessories; the basics of good indoor air quality and system maintenance; conducting a detailed comfort and engineering analysis and home survey; heat loss/heat gain ACCA Manual J load calculations; equipment sizing, selection and application; combustion air calculations and methods of solution; venting, chimney sizing and liner requirement determination; electrical considerations; duct sizing and meeting system airflow requirements; boiler basics (if applicable to your market) energy audit computations to derive cost of operation and ownership, payback and return on investment.

2 Days of Introductory Non-Traditional Selling Skills: The Home Comfort Expert role; introduction to an effective selling system; qualifying the opportunity and the customer to develop an upfront commitment to mutual expectations; conducting the Home Comfort Survey; solution and recommendation development and presentation; sales document processing; financing and investment justification; closing; handling customer concerns; post sell; customer follow-up; and generating referrals.

This course is an absolute MUST for all salespeople new to the industry, technicians looking to do some selling or move into a sales role full-time, or those wanting to learn how to build value and up-sell for higher closing ratios and average sales. This in the HVAC industry’s proven only quick turnkey solution to producing top-performing salespeople that are technically competent and effective closers.

Course Itinerary :

The following is a general guideline of the course syllabus and daily itinerary for the training.  Depending on the knowledge level of the class participants and to ensure understanding and retention of the concepts, we may move through the material at a faster or slower pace, but will cover all content by the end of the session on the final day of training.

3 Days of HVAC Technical Training for the Non-Technical Selling Professional:

Day 1: Techno Mumbo Jumbo

  • Understanding the industry terminology
  • Basic functions of heating and cooling systems
  • Distinguishing between the various types of heating and cooling systems
  • Comfort-enhancing system accessories
  • The basics of good indoor air quality and system maintenance
  • Summary and Review

Day 2: Diagnostic Due Diligence

  • Review Day 1
  • Conducting a detailed comfort and engineering analysis and home survey
  • Heat loss/heat gain ACCA Manual J load calculations
  • Elite Software RHVAC program training; Discuss AUDIT, Drawing Board, Proposal Maker, websites
  • Summary and Review

Day 3: Application Analysis and Systematic Solutions

  • Review Day 2
  • Equipment sizing, selection and application
  • Combustion air calculations and methods of solution
  • Venting, chimney sizing and liner requirement determination;
  • Electrical considerations
  • Duct sizing and meeting system airflow requirements
  • Boiler basics (if applicable to your market)
  • Energy audit computations to derive cost of operation and ownership, payback and return on investment.
  • Summary and Review

2 Days of Introductory Non-Traditional Selling Skills:

Day 4: Let’s Get This Party Started

  • Review Day 3
  • The Home Comfort Expert role
  • Introduction to an effective selling system
  • Qualifying the opportunity and the customer to develop an upfront commitment to mutual expectations
  • Conducting the Home Comfort Survey
  • Summary and Review

Day 5: Fantastic Finishes

  • Review Day 4
  • Solution and recommendation development and presentation
  • Handling customer concerns, resolving differences and fine-tuning agreements
  • Convenient and flexible investment plans and investment justification
  • Discovery vs. closing
  • Post sell burn down
  • Sales document processing
  • Customer follow-up
  • Generating referrals
  • Role playing and troubleshooting
  • Summary and Review
Here’s what some of our clients have say about this course:

We brought Drew Cameron and HVAC Sellutions into our company. looking to jump-start our HVAC equipment sales. We had hopes of increasing our sales 10-25%. With the turn-key procedures and policies provided by Drew Cameron, along with his expert guidance, our hopes quickly turned into a rocket ship, far surpassing our goals and expectations.

Drew molded us 2 new Home Comfort Experts, one who sold more than 1.3 million dollars of equipment his first full year in our industry. If you are not using the services of HVAC Sellutions and Drew Cameron, you are missing your jump start to success!

Dan Weltman
Weltman Home Services
Berkeley Heights, NJ
908-665-8118


Drew Cameron has personally trained our six in home comfort advisors, all of whom have been from outside of the HVAC industry. His down and dirty approach conveys the important of details to the sales process and the basic operations and theories of indoor comfort. Our newest hire has posted $79,000 in sales in February his first full month and topped that with $159,000 in HVAC sales in March that averaged 38 degrees! We look for him to sell over $1 million dollars his first year just like all the other salespeople Drew has worked with.

Stephen Birch
Aiello Home Services
Windsor Locks, CT
860-292-2641


Having attended this class with professional sales personnel from outside of the HVAC industry, I can truly appreciate its effectiveness as a turnkey solution for beginners. Our first attendee sold over $60,000 in residential replacement his first 3 weeks with zero HVAC experience prior to this class and was on track to sell over $800K his first year with double digit net profits..

Kevin Carney
Carney Plumbing, Heating & Cooling
Hatfield, PA
215.822.9029


We are just completing the training of one new sales person & we are currently recruiting (2) new ones. I had tried it myself a few times & had horrible success. I went to a seminar and met a sales trainer/consultant who is incredible! His name is Drew Cameron (HVAC Sellutions), and he is capable of recruiting, screening, technical training for sales people, sales process training and ride along coaching. He is able to take a person who knows nothing about the HVAC business and turn him into a real star. I am extremely happy with his performance so far.

Chris Link
Link Mechanical, Inc.
New Britain, CT
860-526-5880


Drew helped me hire a few of our salespeople and trained them as well. I found his materials and style to be very engaging, entertaining, and educational. If you hire someone with sales ability and mechanical aptitude Drew can make them a successful HVAC salesperson very quickly.

J.D. Vigil
J.D. Vigil’s Heating & Air Conditioning
Colorado Springs, CO
719-573-9794

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