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Competitive Selling (Residential Competitive Tear Down Analysis)

Recommended Audience:

TM's or Sales Personnel

This 2 ½ day course includes two aspects of training. Days 1 & 2; the participant will have the opportunity to compare JCI made products and other competitive brands. The student will be asked to perform certain simple “hands-on” tasks with each of the products. As the student performs these tasks, they will assess scores on how easy or difficult thetask was to perform. Each product such as furnaces, heat pumps and air conditioners will be grouped in like manner, such as tonnage, stages, SEER and AFUE. At the end of the class, all student’s scores will be tallied, and discussion will follow regarding most like features and those found to be difficult. 

Day 3, attendees will discover a wide variety of prospecting systems for large or small territories through our “Dynamic Sales Prospecting” training. Participants will learn to use technology, social media and proven “grass roots” methods, to their advantage, and begin building their own personalized prospecting toolkit to make every prospecting effort the most efficient possible. 


Michael Moore


In Person

Oklahoma City, OK 


2.5 Day

8:00 am - 4:30 pm CST Tuesday & Wedneday

8:00 am - 12 noon CST Thursday


  • September 3 –5, 2024



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