The NEWSand will be hosting a webinar, the “HVAC Sales Objection Super Bowl,” that is designed to help your business.

The three-part series, running three consecutive Thursdays starting Jan. 31, will feature sales expert Rick Picard, who has amassed more than $6 million in sales to consumers alone in the New England region.

The webinars run 60 minutes each. For $57, you get the three-part webinar, a workbook, downloads, follow up for each, plus archive access to all three webinars for a year.

Course 1, “Service CSI: Who Killed the Sale?” will be held Jan. 31. Picard will show attendees the skill of investigating each service and sales opportunity to find the issues that will kill the sale, and show contractors how to eliminate it before it happens.

Course 2, “Handling the Dreaded Price Objection,” will occur Feb. 7. Performance coach Joe Crisara will show how to create more value to eliminate price objections. The session will also examine gaining confidence necessary to obtain a job.

Course 3, “Stop Thinking & Start Doing,” is scheduled for Feb. 14. Picard and Crisara will help your team shorten the sales cycle by working through the common “think it over” stall objection. Find out how just one more question can make the difference between losing and gaining a job.

For more information, visit

Publication date: 1/21/2013