Course Title: Sales Basecamp

Sponsoring Organization: Mechanical Service Contractors of America (MSCA)

Date: Jan. 12-13, 2015

Location: Phoenix Marriott Tempe at The Buttes; Tempe, Arizona

Course Description: Sales Basecamp is where it begins for entry-level service sales personnel. In this competitive and uncertain business landscape, the rules of sales and customer engagement have changed. This two-day program will prepare recent hires with relevant skills to confidently sell HVACR services. Closing the deal is demystified with this course. Prerequisites to attend the course include completion of MSCA’s HVAC 101 online course and completion of attendee’s company’s onboarding activities so the attendee will have an understanding of his or her company’s value proposition and core competencies. Topics at the sales basecamp will include building trust with potential customers and dimensions for building relationships, successfully maneuvering through the prospecting process and accurately profiling customers, avoiding traps in proposal development, and effectively linking features with needs.

Publication date: 12/8/2014

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