Available On-demand Until April 24, 2025
Duration: 60 minutes
Abstract
For a lot of folks in HVAC, “sales” and “financing” can feel like four-letter words. But owners, techs, installers, and other roles outside of sales positions are often tasked with navigating both the sales and financing conversations with customers. In this workshop, Jacob Langford and Joshua Keniley will discuss what sales really is (and what it isn’t), where financing fits into that conversation, and how to use a mix of techniques to tackle in-home selling — regardless of your job title. Non-sellers will walk away with actionable advice to improve their selling skills, while sales managers may find some training inspiration. LEARNING OBJECTIVES
- Understand two primary selling methods: transactional selling and solutions selling
- Learn about the buyer’s journey and how to make your customer the “hero” in that journey
- Gain insight into how to use customer financing to enhance the selling process
- Get practical tips for making in-home selling a collaboration between you and the customer
Jacob Langford Inside Sales Representative FTL Finance Jacob Langford is an Inside Sales Representative at FTL Finance, a consumer financing company specializing in residential HVAC. Jacob spends his time helping contractors understand how customer financing can benefit their businesses, improve their sales, and strengthen their customer relationships. Prior to working at FTL, Jacob was a General Manager at U-Haul, where he spent nearly 10 years delivering his patrons a strong customer experience.
Joshua Keniley Distributor Support Specialist FTL Finance As the Distributor Support Specialist at FTL Finance, Joshua Keniley helps HVAC distributors connect their contractors to the training and resources they need to successfully leverage customer financing. Previously, Joshua worked as an Account Success Manager for FTL, training contractors on best practices for offering financing to their customers.
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