Trainer James Graening has worked as a salesperson, sales manager, general manager, and corporate VP of sales, as well as a trainer and educator for several trade organizations including the ACCA, PHCC, HRAI (Canada), Honeywell, Service Experts, EAI Excellence Alliance and Comfort Systems USA. James has been training, coaching and mentoring salespeople and sales managers since 2001. His proven selling system has helped thousands of salespeople with successful lead generation, prospecting, qualifying, negotiating and closing high margin services and service agreements.
“The #1 reason salespeople are not successful negotiating and closing high margin work is lack of a selling system.”
Two Upcoming Classes
How To Sell Commercial Preventive Maintenance Agreements
“The proven 8 step sales process to close more sales, increase margins, and grow service!”
March 5-7, 2025
Double Tree Charlotte Airport
2600 Yorkmont Rd Charlotte, NC
$1,097/person
Call 330-239-2001 to get
multiple attendee discounts
Use this link to book room
https://group.doubletree.com/ht2a3g
Double Tree $149/night
Rate good until February 2nd
This Preventive Maintenance Sales Training provides education for salespeople, sales managers, general mangers and owners related to the sales process for HVAC, Refrigeration, Control Solutions, and Fire & Security. Attendees will learn the marketing approach, lead generation, prospecting, qualifying, negotiating, closing and activity management necessary to be successful in effectively selling maintenance.
Attend this class to learn:
- The Target Direct Marketing Approach
- Building Ownership & Operating Costs
- Prospecting, Appointment Setting, Qualifying, Surveying, Negotiating and Closing Sales
- Overview of Estimating and Proposal generating
- Includes scripts, sales collateral, support tools, proposals, and estimating tools
- As well as intense role-play situations and discussions!
Commercial Sales & Activity Management – KPIs & Metrics
April 2-4, 2025
Hilton Garden Inn Phoenix Airport North
3838 E Van Buren St Phoenix, AZ
$1,097/person
Call 330-239-2001 to get
multiple attendee discounts
Use this link to book room
https://www.hilton.com/en/attend-my-event/phxangi-908-208d5c5b-a10d-4e5f-8c48-d53d612c49a7/
Hilton Garden Inn $177/night
Rate good until March 22nd
This service sales leadership and management training is designed for owners, location presidents, general man-agers, sales managers and service managers for sales leadership and development. This training session is specifically for HVACR, Controls Solutions and Life Safety Service Sales.
Attend this class to learn:
- The critical business components necessary to re-cruit, hire and retain great salespeople and support a marketing-sales culture
- The service philosophy and business behaviors required to be successful in commercial service sales and preventive maintenance agreement sales
- The critical role of AI literacy in the sales process
- The five stages of sales accelerators utilizing Gen AI
- The gaps holding you back from reaching the next level of innovation in each stage of the sales process
- Five actionable steps to quickly achieve successful Gen AI adoption in the sales process
- The target direct marketing approach with tools and a specific sales process, necessary for success
- Role-play how to present and use the many tools provided for salespeople to be successful
- How to conduct Sales Meetings using KPIs, Industry Financial Metrics and Analytics for better sales man-agement and forecasting
