In today’s competitive HVAC distribution marketplace, Territory Managers must operate as more than sales representatives — they are trusted business advisors who guide dealers toward sustainable growth and profitability. This two-day course equips Territory Managers with tools, mindset, and confidence to lead dealer relationships with insight, strategy, and measurable value.
What's inside
Basic steps of consultative selling
How to create value through relationships
Techniques to overcome price objections
Understanding the business of contracting
Who this is for
HVACR Distributor Territory Managers
Sales Managers
Future Territory Managers
Why it matters
This course is designed to help Territory Managers become value-added partners—not just order takers—by building confidence as trusted resources who help dealers improve profitability.
What you'll walk away with:
HOW TO ASK THE RIGHT QUESTIONS
Ability to ask open-ended high gain questions that will create opportunities to provide solutions
UNDERSTAND YOUR DEALERS
Gain a deeper understanding of what motivates dealers
FINANCIAL DISCUSSIONS
Overcome fear of having financial discussions with dealers
FINANCIAL REPORT LITERACY
Have a basic understanding financial reports for dealers
PROGRAM INSTRUCTOR:
Jeff Revlett
have a passion for working with distributor Territory Managers (TMs). My training philosophy is that the TM is the key factor in helping a dealer grow and become profitable. It is the role of a TM to help their dealers succeed, which in turn helps thenTM succeed as well. All my courses are designed from a TM’s perspective to create value and differentiation. My classes emphasize open dialogue, real-life distribution issues, and dealer-focused solutions.
