The Unitary Products Group of York—a Johnson Controls Company —has initiated its Business Training University (BTU) System Selling Webinar Series, designed to help dealers with their selling strategies.

York has contracted with Tom Piscitelli, a 30-year HVAC industry veteran, to deliver 12, one-hour System Selling Sales Bytes® in a webinar training series that is open to all dealers, and is sponsored by Contracting Business and HVACR Distribution Business magazines.

The first one-hour webinar course entitled, “Complete System Selling Sales Presentation,” was held on February 7. “One of the biggest challenges for HVAC contractors is attracting and retaining quality retail customers,” says Jeff Revlett, manager of training with UPG of York North America. “York BTU is engaging in this bold new strategy to help dealers further differentiate themselves from the competition through business development techniques focused on retail sales and how to respond to the 13 SEER mandate.”

All classes are held at 2PM Eastern Standard Time. Upcoming dates and course topics are:

March 7: Establishing Energy Savings and Selling High-Efficiency with Return-on-Investment
March 21: Objection Handling and Closing Again
April 4: The Home Comfort Survey
April 18: The Company Presentation Book
May 2: The System Selling Proposal
August 29: Using Financing to Make the Sale
Sept. 19: The Company Story
October 3: Marketing for Lead Generation
October 31: Service Technician Lead Generation and Selling
Nov. 28: System Selling: Staying In Momentum.

Piscitelli’s experience in sales, sales management, marketing and consulting translates into a wealth of expertise in the HVAC industry. He has honed his sales talents by working with major manufacturers, distributors, contractors, builders, and utilities. In 1997, Piscitelli founded Applied Learning Associates, Inc., and began teaching a four-day seminar series titled, System Selling That Works! Contracting Business, the leading magazine serving HVACR contractors and HVACR Distribution Business, the official magazine of the Heating Air-Conditioning Refrigeration Distributors International (HARDI), will host the series.

To register for the System Selling Webinar Series, or to listen to completed seminars from the seminar archives, visit York's Webinar Series Registration