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The C.A.R.E. Selling Process

May 1


Class Postponed Due to COVID-19 – New Dates TBD 


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.

  • Building Expectations of Class Day1
    • Recorded Roll Playing day one
  • 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.
  • 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
  • Understanding Heat Loss/Heat Gain Day 2
    • Basics of Heat Load
    • Understanding the Building Envelope
    • Two Page Manual J Simple Home Design
  • Air Side Design Day 3       
    • 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
    • The Build Up- Recommend  Day 4
    • Using a Presentation System
      • Building a Presentation book: What to include
      • Value-added selling
      • Self-Branding challenge
      • Decision making items to discuss
      • Investment Guide
      • Guarantees and Warranties
    • Closing the Sale
    • The Wrap Up- Execution Day 5
      • Review of the first 4 days
      • Self-Generated Leads
      • Completing the sales process
      • Company Message
        • Core values
        • Company Training
        • What We Control
      • Documentation Prep
      • Understanding How to use Financing to your advantage
      • Sales Execution
      • Follow Up
      • What Do You Want to Be Remembered For?
    • Wrap Up Video Role Playing
    • Books to read
    • Two followup Sales Mastermind calls at 2 weeks and 4 weeks





May 1


Go Time Success Group


1500 Central Park Dr, Hurst, TX 76053, USA
Go Time Success Group 1500 Central Park Dr
Hurst,TX, TX 76053 United States
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$ 2,945.00
20 available