Distribution Sales Development

Lodestar’s primary focus is on assessing the skills of HVAC distribution sales personnel and then designing and delivering training that imparts the skills necessary for sales success in the 21st century. This includes not only training for sales representatives, but also assistance in customer segmentation and creation of innovative market approach models.

In the workshop descriptions that follow, you will see a link to a “Workshop Preparation Kit.” This Kit is designed to help you plan a workshop and contains a timetable with checklist (for planning purposes), a complete workshop description, workshop objectives, workshop logistical issues, tips on how to sell the workshop to your territory managers and/or dealers, a workshop cost estimating sheet, a sample invitation letter, a sample confirmation letter, and a suggested room layout diagram. When you click the link, you may save the Kit to your computer by clicking File, then Save As, and pointing to a location on your local computer. The Kits are all written in Adobe Reader (PDF) format.

Power Skills for the Relationship Manager

A two-day workshop that teaches powerful territory and relationship management skills to sales representatives in a fun and stimulating environment. Topics covered include the rapidly changing role of a field sales force and what skills must be mastered for success in the new environment, becoming maximally effective in the now (time management), goal setting, contractor growth cycles, customer segmentation methodologies, call planning, teamwork, conflict resolution, and recruiting. There is extensive practice of scenarios with the facilitator playing the role of a dealer and the relationship managers working as teams to create a communication sequence that achieves specific goals for the call. Course comes with a 120+ page workbook and CD-ROM with Excel and Word files. Download the Workshop Preparation Kit.

Reading People Beneath the Surface: The Unfair Advantage of Decision Engineers

a one and one-half day workshop that gives territory managers the skills needed to read non-verbal communication and frame a sales message in the non-verbal context of the customer. (Did you know that 93% of what we communicate is non verbal?) This practical hands-on and practice-filled workshop teaches how to quickly build strong relationships with contractors, fellow workers, family members– anyone with whom you have contact! Skills taught include interpreting eye accessing cues, decoding decision strategies, mirroring and matching, and more. Extensive role play with the facilitator and in small teams. Includes a 100 page workbook and CD-ROM with an Excel-based profiling tool. Download the Workshop Preparation Kit.

Putting Your Accounts Through a SPIN Cycle

A one-day workshop that teaches territory managers how to use Neal Rackham’s “SPIN” question methodology with power, tailored to the HVAC industry. Participants learn how to create powerful SPIN questions and use them effectively to gather information and motivate a contractor to take action. Extensive practice (”role plays”) with the facilitator and in small teams. Includes a 100 page workbook. Download the Workshop Preparation Kit.

Using Financial Tips to Build Loyalty

A two-day workshop that teaches territory managers how to dispense financial tips in such a way that contractor loyalty increases. Topics covered include the basics of the income statement and balance sheet; throughput; basic ratios; labor rates; service agreements, and more. Includes workbook and CD-ROM with Excel programs. Download the Workshop Preparation Kit.

War Room

A two-day workshop that teaches Territory Managers how to analyze their territory for business potential and then build specific plans to go forth in the coming 12 months and get more business, from both existing customers and new customers. Includes powerful War Room software (Excel-based). On the first day, TMs learn how to use the software and then start crunching the numbers for their own territories. On the second day, they present their war plans to the entire group, one TM at a time, while the sales manager and workshop facilitator take notes and ask clarifying questions. Download the Workshop Preparation Kit.