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

$1,297/person

(ServiceTrade Users $1097)

Use this QR code to book class

Use this QR code for Service Trade users

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 using SalesManager (formally North Boundary)
  • Includes scripts, sales collateral, support tools, proposals, and estimating tools
  • As well as intense role-play situations and discussions!

Request information about the VSM (Virtual Sales Manager Remote Coaching Program) and VGM (Virtual General Manager Remote Coaching Program) month-to-month weekly calls and webinars

The most comprehensive Sales, Management & Leadership training available to mechanical, electrical and plumbing service contractors today.