The program is designed for non-technical personnel or those moving from technical backgrounds to sales. Plumbers, HVAC technicians, customer service representatives, managers, or burner technicians may benefit from this professional development program. Anyone with an interest in energy is also welcome to attend OESP’s Annual Oil Heat Retreat.

Recognizing that consumers are more sophisticated today, those selling energy need to be armed with more than just a nice personality. They need to have the confidence to address their customer’s concerns and offer solutions.

The Home Comfort Specialist Academy program will be delivered in a combination of ways — including online and in the classroom. The live course will take place Thursday, Sept. 27 from 12-6 p.m. at the Radisson Hotel in Scranton, Pa. Ralph Adams, education co-chair and vice president of OESP, will be the presenter. Oil Heat Retreat attendees will be eligible to participate in this workshop at no cost, compliments of the association.

The first session will focus on selling a warm-air system, along with air conditioning. Attendees will learn how to price the variations (a system that includes heating and cooling and/or heating or, just a cooling system), a step-by-step guide on how to hold a first call, the importance of measuring the home and doing a load calculation, the importance of proper sizing of equipment, the duct system (what to look for to avoid potential problems), how to offer customers options on equipment and efficiencies, and more.

For more information, visit www.thinkoesp.org or call (888) 552-0900.

Publication date: 8/27/2012