EBU: Fall 1-Day Sales Seminar
EBU Day 2 of 2: Customer Driven Sales, September 17
Date
09/17/2025
Time
8:30 AM – 4:00 PM
Location
Epting Distributors of Columbia
1006 Huger Street
Columbia, SC 29201
Slots Available
40
COURSE OVERVIEW
Deadline to enroll for this class is Wednesday, September 10th
Customer Driven Sales
To close more deals at the kitchen table, you first must get to the kitchen table. The Customer Driven Sales Class will guide you step-by-step from first contact to closing the deal. The goal of this class is to help you close more deals at a higher average ticket on a consistent basis.
Qualifies for:
-
8 NATE Credit hours
- 8 ELITE Credit hours
Tuition Information:
Standard Dealers: $550.00 per person / per class
Silver Star Dealers: $450.00 per person / per class
Silver Star Elite Dealers: $350.00 per person / per class
Tuition can be financed over four months starting in September.
Hotel Stays Available at:
Holiday Inn Express
901 Washington St. Columbia, SC 29229
Room Rate: $185/night (includes breakfast)
TRAINING OBJECTIVES
Attendees will learn:
- The five things your website must include to capture customer attention.
- CSR training to answer the 4 most important questions clients ask when setting the appointment.
- Comfort survey questions designed to uncover problems most important to the customer.
- Onsite assessment steps to recover so you don’t miss revenue opportunities.
- Science of presenting solutions: The way you present solutions shapes customer preferences.
- Ask for the sale: Moving from professional visitor to professional closer.
- Overcome objections: Proven responses to answer common objections and extend the conversation.
- Follow up: Only 1 in 8 sales professionals have a consistent follow-up plan.
- Securing customer reviews so you become a referral-based company.
WHO SHOULD ATTEND
- Comfort Consultants
- Selling Technicians
INSTRUCTOR(S)
Grandy & Associates Trainer & Business Consultant Patrick Chapman has over 25 years experience in the HVAC industry in various roles including sales, service, installation, and territory management for one of the largest HVAC distributors in the world.
His product expertise includes commercial, residential, geothermal, and generators. His presentation style creates an engaging learning environment where students implement proven strategies. Patrick’s “how to” approach will help your team unlock greater profitability and discover the pathway to achieve your goals.
Grandy & Associates has been providing quality HVAC business training since 1987, with the goal to teach contractors how to run profitable companies. It offers full-day seminars/workshops, one-on-one consulting, industry-specific software, educational materials, hiring solutions and more. It does extensive business training successfully for contractors across the country, including the very popular “15 Things All Successful Contractors Have in Common.”
