Commercial Contractors - Consultative Selling Skills Training

The Denver Energy Challenge and EnergySmart invite you to attend a FREE Sales Workshop!

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Consultative Selling Skills

This half-day workshop is designed specifically for Contractors involved in upgrading the energy efficiency of businesses and/or homes. Attendees will gain knowledge, skills, and tools that will help them sell more jobs, increase project margins, and win in competitive situations.

Specific topics will include:

• Understanding the Customer Decision Making Process
• Categories of Need for Businesses and Homeowners
• Strategic Questioning
• The Change Question
• Topic and Follow Up Questions
• Earn to Learn Questions
• Problem, Cause, and Impact Questions
• The Customer Conversation
• Need Based Presentations and Proposals
• Whether, When, and How to Introduce and Sell Financing

The workshop will include concepts, skills, tools, and the opportunity to learn from other professionals during interaction about the application of those concepts, skills, and tools.

About The Trainer

Jay Gentry has over 30 years of experience as a Marketing and Sales consultant to American businesses. In 1980 Mr. Gentry founded Con-Com-T, Inc. (concomt.com), a sales and marketing consulting firm, and since then has worked extensively with leading companies in the building products and home improvement industries. In 2008 he began working with contractors in the Building Performance Industry to help them be more effective at Consultative Selling. He has developed and facilitated contractor sales training for CBPCA, Efficiency First, EGIA, ACI, CCSE, and many other organizations.