COLUMBUS, OH — As a contribution to help improve retail selling skills, members of the Northamerican Heating, Refrigeration and Airconditioning Wholesalers Association (NHRAW) are now offering free basic sales training lessons to interested dealers and technicians via the NHRAW website. Fourteen topics on the “ABCs of Selling HVAC to the Consumer” have been posted at www.nhraw.org (website).

“These lessons address basic selling principles and are not intended as a substitute for selling seminars conducted by our industry sales consultants,” said Jim Woodruff, chair of the NHRAW Education Committee. “If anything, these lessons could be viewed as a prelude to attending more intense, role-playing sales schools.”

According to NHRAW, the lessons are written specifically for the face-to-face homeowner sales call. Such traditional topics as designing a sales proposal, using the telephone, ways to overcome objections, and how to plan a successful sales call are included in the 14 basic lessons.