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The C.A.R.E. Selling Process For HVAC

March 22 - March 26


When it comes to selling, how you show up in the eyes of the buyer is one of the most important things you can master. This workshop breaks down the fundamental skills that will help you improve your sales results.

Day 1: Air Side Design        

    • Understanding the dynamic properties of the airflow
    • Basic duct system drawings & System layout
    • Duct Sizing and Flow Design
    • Troubleshooting Air-Side problems
    • Engineering supply and return side distribution
    • Brief oversite of equipment selection
      • What to include
      • Reading the customer urgency and timing
      • Deciding on single call close or build up close


Day 2: Understanding Heat Loss/Heat Gain and Heat Load Calculation 

    • Basics of Heat Load
    • Understanding the Building Envelope
    • Two Page Manual J Simple Home Design


Day 3: Explaining The C.A.R.E. Selling Process – Connect and Assess 

  • Explaining The C.A.R.E. Selling Process
    • Connect
    • Assessment
    • Recommendations
    • Execution
  • Neighborhood Survey and Call Prep
  • The Approach
  • Customer Warm-Up
    • “I’m Here To Serve You, Please Tell Me What You Want”
    • Explain Who You Are, what you are doing here, Sincere Compliment, First Name Basics (if Possible)
  • Justifying Replacement
    • The non-binding Time commitment process
    • Decision-making evaluation
  • Value Building and Home Survey


Day 4: Explaining The C.A.R.E. Selling Process – Recommend and Execute 

    • Using a Presentation System
      • Value-added selling
      • Self-Branding challenge
      • Decision making items to discuss
      • Investment Guide
      • Guarantees and Warranties
    • Closing the Sale
    • Documentation Prep
    • Understanding How to use Financing to your advantage
    • Sales Execution
    • Follow Up
    • What Do You Want to Be Remembered For?


Day 5: D.I.S.C. Profiling “The Maxwell Method”

      • Identify your preferred style of selling and understand your sales strengths and limitations.
      • Learn How to connect with potential buyers and find out what makes them tick.
      • Using the matrix of customer buying styles, learn how to sell to every type of person
      • Receive a detailed sales impact report and get a clear picture of how to improve your sales results and performance.
      • Review of the first 4 days
      • Self-Generated Leads
      • Completing the sales process
      • Company Message
        • Core Values
        • Company Training
        • What We Control
    • Books to read
    • Two followup Sales Mastermind calls at 2 weeks and 4 weeks


COVID-19 Precautions

To prevent infection and to slow transmission of COVID-19, we will be doing the following:

  • Daily temperature screening
  • Mandatory face masks (we will provide)
  • Mandatory gloves while in lab (we will provide)
  • Regular washing/sanitizing hands
  • Practice social distancing
  • All surfaces will be routinely cleaned
  • We will be following Texas guidelines

We greatly appreciate our customers and team members here at Go Time Success Group during these unprecedented times and aim to keep everyone healthy and safe.


The numbers below include tickets for this event already in your cart. Clicking "Get Tickets" will allow you to edit any existing attendee information as well as change ticket quantities.
The CARE Selling Process
$ 2,945.00


March 22
March 26
Event Categories:


Go Time Success Group


Training Center
1500 Central Park Dr
Hurst,TX, TX 76053 United States
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