Service Estimator for HVAC Contractors

Contractor Development Series

Commercial Service Agreement Sales

Unlock the Potential to Earn Greater Profits

Learn how to grow your commercial service department by identifying key markets, developing prospecting strategies, and utilizing a thorough sales process. This Commercial Service Agreement Sales course will teach you how to track your progress, in detail, for new business development. We will introduce you to strategies that encourage long-term relationships combined with “competition-reducing” approaches for success in commercial service agreement sales.

Service Estimator takes a substantial departure form the traditional sales class. Where the traditional class room training course attempts to teach a sales concept or methodology we focus on skill development and practical application. So, before you attend one of our sales workshops you will be required to read the pre-school manuals. (Excerpts can be found here)

Our manuals are designed to be home/office study guides, that will ensure your sales people get the most out of the workshop.

Where the traditional sales class , by its very nature must focus on delivery of information and instructions for several days, spending little time if any on actual skill development, we offer what is truly needed to achieve a higher than average level of success. Skill development and practical experience in realistic sales situations.

Wasting your sales peoples time trying teach them so much information in a very short period of time, that they leave overloaded, confused and even disheartened about the sales process, makes little sense. This old style training approach offers little success, if any. Most of the time, sales people end up just putting the training materials on a shelf, and going back to the way they have always sold. What good was the training?

Our approach ensures your sales people's success by having them arrive at the workshop with an understanding of the new sales concepts and methods. In fact, the beginning of our workshops takes on more of a question and answer period, than an instructional time. This is because the participants have already learned the major concepts and are looking for answers on use and function. Once the question and answer period is over we jump right into use and function of the concepts and methods learned in the instructional manuals. Participants leave our workshops with the supporting skills to use the information they learned.

This is a step-by-step system that gives contractors the tools and support documents they need to grow commercial service business.

Because our workshops are participant focused, they have a tendency to change or mold themselves to the specific needs of those in the class. So, it is impossible to provide you with an exact outline of the workshop agenda. Below is a typical workshop agenda including the topics covered, although they may not be covered in the order listed.

Provides the necessary processes, procedures, and tools to build a foundation of commercial service by:

Targeting key market segments
Working with high level decision makers
Gaining long term customer relationships
Yielding higher margins for your service work
Creating residual income
Generating advance billing for service agreements
Gaining “first look” opportunities to negotiate repair, retrofit and add-on, replacement work.
Leveraging high value equipment
Eliminating initial price concerns
Introducing value propositions
Encouraging survey, estimating, delivery and forecasting strategies for preventive maintenance

Topics covered:

Introduction to Conceptual Selling
Service Agreement Marketing Approach
Service Agreement Sales Process Overview
Planning & Prospecting Strategies
Setting Appointments & First Structured Meetings
Qualifying, Surveying & Cost Analysis
Confirming Information & Financials
Proposal Generating and Presenting, Leasing-Financing
Closing, Gaining Agreement & Performance Review
Estimating, Delivery & Activity Management (Implementation)

Download a PDF registration form that you can print and fax by clicking the button to the right

Or, use our secure, online ordering to register for this class.

To view the training schedule and enroll in this class, click the button below

Instructor information:

Mark Roberts

“Mark is truly an innovative leader in the HVAC industry. Attending his Estimating class was the best investment I ever made. Now I understand the benefit of selling full service maintenance agreements.”

- Rob Herd, A.M. Schwartz, Inc.

Mark Roberts has twenty-seven years of experience in the HVAC industry as a sales person, manager, trainer, consultant, and entrepreneur and a strong background in commercial business management and sales. Mark’s primary focus has been to provide contractor owners and managers with the training, tools and resources to grow commercial service. He has also worked with several contractors to develop and standardize the sales process and introduce better tools for selling preventive maintenance agreements.

Mark was also a top performer for a LINC ^® Service mechanical contractor, performing sales and management duties. Besides owning his own commercial contracting business, he has taught Commercial Service Agreement Sales, Strategic Sales Management, Leadership Management, Service Estimating and Project Management classes for contractors in SW Ohio, Indiana and Kentucky, and also for Excellence Alliance.


	Providing Leadership Management for the HVAC Industry