How To Sell Commercial Preventive Maintenance Agreements
February 18, 19, 20, 2026
Cincinnati, OH
This is the blueprint for commercial HVACR service sales success. Learn proven techniques for closing higher margin maintenance agreements. Discuss and role-play prospecting strategies, appointment setting techniques, facilitating introductory meetings, conducting surveys and utilizing negotiating strategies for differentiation, positioning and overcoming common misunderstandings or objections. Learn how financial justification tools and new technologies such as AI can help with higher close rates and higher margins. The training includes intense role-play situations and relevant discussions as well as many scripts and exclusive tools to apply with the most comprehensive sales process in the trades.
Attendees will take away best practices for prospecting, qualifying, negotiating, and closing strategies, along with financial justification techniques. The opportunity to negotiate leads to high margin long-term maintenance agreements!
Meeting Details
Pre and Post Class Support: The training includes pre and post class webinars
Attendees: Owners, Presidents, Senior Leaders, Sales Managers, Service Managers, Sales Staff, Estimators, Team Leaders
Price: $1,197 per attendee (Multi-attendee discounts available upon request)
Date: February 18-20, 2026
Location: Hilton Garden Inn Florence – Cincinnati Airport South, 205 Meijer Dr., Florence, KY 41042
Hotel Rooms: Rooms are available at the discounted rate of $139 per night. Rate good until January 18.
Trainer: James Graening, see bio below
Amenities: Breakfast and lunch provided
Schedule: Wed & Thurs 8:00-4:30; Friday 8:00-12:30
How To Sell Commercial Preventive Maintenance Agreements
April 29, 30 and May 1, 2026
Dallas, TX
This is the blueprint for commercial HVACR service sales success. Learn proven techniques for closing higher margin maintenance agreements. Discuss and role-play prospecting strategies, appointment setting techniques, facilitating introductory meetings, conducting surveys and utilizing negotiating strategies for differentiation, positioning and overcoming common misunderstandings or objections. Learn how financial justification tools and new technologies such as AI can help with higher close rates and higher margins. The training includes intense role-play situations and relevant discussions as well as many scripts and exclusive tools to apply with the most comprehensive sales process in the trades.
Attendees will take away best practices for prospecting, qualifying, negotiating, and closing strategies, along with financial justification techniques. The opportunity to negotiate leads to high margin long-term maintenance agreements!
Meeting Details
Pre and Post Class Support: The training includes pre and post class webinars
Attendees: Owners, Presidents, Senior Leaders, Sales Managers, Service Managers, Sales Staff, Estimators, Team Leaders
Price: $1,197 per attendee (Multi-attendee discounts available upon request)
Date: April 29, 30 May1, 2026
Location: Dallas, TX
Trainer: James Graening, see bio below
Amenities: Breakfast and lunch provided
Schedule: Wed & Thurs 8:00-4:30; Friday 8:00-12:30
Call 330-239-2001
or email amyg@servicebuisnesresources.com
to schedule or for more info
James Graening: A Leader in Commercial HVAC Sales Training & Business Development
With decades of experience in the HVACR and service trades industries, James Graening is a recognized leader in sales training, business development, and strategic growth for commercial service companies. He has dedicated his career to bridging the gap between technical expertise and effective sales strategies, helping contractors increase revenue, improve margins, and strengthen their sales operations. James’ training philosophy is built on real world experience and proven methodologies. His training programs provide HVACR sales professionals with structured, actionable strategies that drive measurable results. Through regional workshops, onsite training, virtual coaching and the SBR Online Academy, he equips sales teams with the tools to excel in an increasingly competitive market. With a deep understanding of the challenges facing commercial HVACR contractors, James has built SBR into the go-to resource for service based sales education, offering industry specific solutions that transform sales teams and elevate businesses. His commitment to practical, high impact training continues to shape the future of HVACR sales and service excellence.
Questions? Call Service Business Resources at 330-239-2001
or email amyg@servicebusinessresources.com
