Course Content Expand All | Collapse All Chapters Status 1 Lesson 1: Introduction Topic 1: Welcome to Virtual Training Topic 2: About Your Instructor and Why Virtual Training Topic 3: Why a Process Topic 4: Why most dealers make less than $1MM Topic 5: 3 Rules of Selling Value 2 Lesson 2: The Pre Appointment Process Topic 1 - Before the Sale Topic 2 - Handling the Call Topic 3 - Before the Appointment 3 Lesson 3: The Comfort Concerns List© Topic 1: Getting to the table Topic 2: 5 Keys to Asking Questions 4 Lesson 4: The Comfort Survey Digital Resources The Comfort Survey 5 Lesson 5: Quiet Time Digital Resources Topic 1 - Quiet Time-YOU Topic 2 - Quiet Time - Customer 6 Lesson 6: The Benefits Focused Presentation Topic 1 : Our Company Topic 2: Our Installation Topic 3: Comfort System Topic 4: Warranty and Maintenance Topic 5: Estimated Energy Savings Topic 6: Me Topic 7: The Proposal Digital Resources 7 Lesson 7: Asking for the Sale Topic 1: The 2 Magic Questions Topic 2: Asking for the Order 8 Lesson 8: Gaining Commitment Digital Resources Topic 1: The 3 D's Topic 2: Our Price is too high Topic 3: We're going to talk to others Topic 4: We've got a cheaper price... Topic 5: We can't afford it Topic 6: Discounting Part 1 Topic 7: Discounting Part 2 9 Lesson 9: After the Appointment Digital Resources Topic 1: Yes to Sale Topic 2: No to Sale 10 Lesson 10: Implementation Topic 1: The One Minute Review Topic 2: Goal Setting Topic 3: Thank You Digital Downloads
