HVAC Sales and Business Courses

Comfort Dojo: HVAC Sales Training for the Modern Buys

Sales & Product Knowledge

Whether new to the trade or a veteran looking to sharpen skills, Comfort Dojo offers today’s HVAC professionals a simple way to sell with confidence, clarity, and care. The class explores key differentiators at each step of the in-home experience — from the first phone call to the post-install follow-up — helping participants build their value at every step and stand out from the competition.

Graduates will leave with a personalized visual presentation, real- time objection-handling practice, and a consistent framework to help confidently close more jobs, increase margins, and grow referrals long-term.

Who Should Attend: Operations Managers, Principals, General Managers, Sales Managers, TSMs, ASMs, RMs, Comfort Advisors, Inside Sales, Service Managers, Selling Technicians,

Duration: 2 Days

Daikin Ductless Sales & Application

Sales & Product Knowledge

This course is part of the Daikin Ductless Mastery Program. This course offers a comprehensive learning experience centered around ductless mini-split system design and application. Blending foundational knowledge with hands-on practice, participants will explore the unique considerations of designing efficient, effective ductless solutions for residential settings.
Throughout the course, students will complete multiple design projects—from performing heating and cooling load calculations to selecting the right mini-split equipment based on system requirements. Rather than focusing on traditional ductwork, the course will highlight optimal placement and zoning strategies specific to ductless installations, ensuring peak comfort and energy efficiency.

In addition to technical training, participants will develop the skills needed to confidently present ductless system options to homeowners. This includes translating complex specifications into clear value propositions and comparing mini-splits to other HVAC solutions. The course also integrates the latest in financing strategies, equipping students with techniques to present flexible payment options as part of a well-rounded system proposal.

Who Should Attend: Selling Technicians, Owners, Principals, General Managers, Lead Service Technicians, Sales Managers, Comfort Advisors, TSMs, ASMs, RMs

Duration: 4 Hours

Increasing Sales Through the Power of Process

Sales & Product Knowledge

This hands-on, interactive workshop equips participants with the tools and confidence to sell premium indoor comfort solutions effectively. By overcoming common psychological barriers to success, attendees will design a personalized sales process using advanced HVAC tools, including the “TA2PPED Into Success” sales methodology.
Key elements include skill practice exercises, identifying strategies to stand out among competitors, asking better questions to lead the prospect to a better comfort solution, offering financing, including heating and cooling load calculations, introducing inverter system options and employing new skills to achieve measurable outcomes such as:

• Higher closing rates.
• Larger ticket sizes.
• Increased adoption of high-efficiency and add-on product sales.

Who Should Attend: Owners, Principals, General Managers, Operations Managers, Sales Managers, Comfort Advisors, TSMs, ASMs, RMs, Selling Technicians,

Duration: 2 Days

 

Sales & Application: Energy-Skilled Recognition

Sales & Product Knowledge

This new course is an exciting opportunity for technicians! It is held in conjunction with the Pacific Northwest National Library and the Department of Energy. Those who complete the course will be added to the DoE’s Energy-Skilled Search Engine. Google has launched an initiative in collaboration with the DoE to connect consumers with contractors that employ “Energy-Skilled” technicians. Under this initiative, Google will display an Energy Skilled badge on contractors’ Business Profiles if at least one technician has earned a credential recognized as “Energy Skilled” by the DoE.

Participants will do a deep dive into system design and complete several designs in class performing a heating and cooling load, selecting the equipment and designing the duct work. Students will then practice presenting options to the homeowner while utilizing the latest financing techniques.

Who Should Attend:
SERVICE: Selling Technicians
OPERATIONS: Owners, Principals, General Managers, Operations Managers
SALES: Sales Managers, Comfort Advisors, TSMs, ASMs, RMs

Duration: 2 Days

Selling Strategies

This course delves into the evolution of Daikin as a leading technology company and explores the innovative strategies behind side-discharge systems, emphasizing their role as a sustainable, homeowner-friendly solution rather than a sales tactic. Participants will learn to effectively position these systems as simple, profitable, and efficient solutions that align with both contractor and homeowner needs. Key topics include presenting system using the “TA2PPED into Success" sales process, addressing homeowner concerns like humidity control and connectivity, and leveraging tools like Wrightsoft and the Daikin Tech Hub. In addition, we’ll cover the basics of financing options for seamless sales and installations.

Designed for HVAC professionals, the course provides actionable insights into communicating value, simplifying complex concepts, and improving customer trust. By combining hands-on tools, presentation strategies, and clear contractor benefits, attendees will be empowered to grow their business while offering superior comfort and energy-efficient solutions to their clients.

Duration: 1 Day

Who Should Attend:
SERVICE: Service Managers, Selling Technicians
OPERATIONS: Owners, Principals, Managers
SALES: Sales Managers, Comfort Advisors, TSMs, ASMs, RMs

Side Discharge Sales & Application

Sales & Product Knowledge

This course is part of the Side Discharge Mastery Program. It is a comprehensive educational experience that blends theoretical knowledge with practical application and focuses on participants exploring the intricacies of system design. They will engage in hands-on activities, undertaking multiple design projects, including assessing heating and cooling loads, selecting appropriate equipment for the given requirements, and designing the ductwork necessary for efficient air distribution.

Moreover, beyond just the technical aspects, participants will also learn about the practical considerations involved in presenting these design options to homeowners. This involves not only understanding the technical specifications and benefits of different systems but also being able to communicate these effectively to homeowners. Finally, the course incorporates the latest financing techniques, and participants will learn various ways of presenting financing options to homeowners as part of their overall system design proposal.

Participants will do a deep dive into system design and complete several designs in class, performing a heating and cooling load, selecting the equipment, and designing the duct work. Students will then practice presenting options to the homeowner while utilizing the latest financing techniques.

Who Should Attend: Selling Technicians, Owners, Principals, General Managers, Lead Service Technicians, Sales Managers, Comfort Advisors, TSMs, ASMs, RMs

Duration: 4 Hours

Commercial Sales & Application

Sales & Product Knowledge

This course is part of the Commercial Side-Discharge Design Program and delivers a comprehensive learning experience focused on light commercial system design and application. Blending foundational engineering principles with hands-on application, participants complete multiple design projects that include commercial load calculations, equipment selection, ventilation requirements, and air distribution design to support performance, code compliance, and long-term reliability. Beyond technical design, the course emphasizes how to confidently present system solutions to building owners, property managers, and general contractors. Participants learn how to communicate performance benefits, lifecycle value, operating cost considerations, and system flexibility while comparing design options in a clear, professional proposal format. By the end of the course, attendees will have developed multiple commercial system designs and practiced presenting those solutions in real-world, project-based scenarios.

Duration: 1 Day

Who Should Attend:
SERVICE: Selling Technicians
OPERATIONS: Owners, Principals, General Managers, Lead Service Technicians
SALES: Sales Managers, Comfort Advisors, TSMs, ASMs, RMs

Maximizing Sales Utilizing Your Existing Customers

Sales & Product Knowledge

The purpose and design of this program is to enhance the communication skills of technicians with a variety of focuses in mind: lead generation, IAQ sales, auxiliary sales, and maintenance agreement sales. These programs and processes have been proven as “best practice” techniques by some of our top performing companies in the nation. By teaching successful processes and integrating operations, the results are outstanding. Every year, millions of dollars of revenue have been left unaccounted for within our existing customer base across the nation. More can be gained from our customers, and we can spend less on marketing to ultimately achieve higher net profit at years end.

Duration: 2 Days

Who Should Attend:
SERVICE: Service Managers, Service Technicians
OPERATIONS: Owners, General Managers, Operations Managers

Power of a Sales Process: Increasing In-Home Closing Rates

Sales & Product Knowledge

This hands-on, interactive workshop equips participants with the tools and confidence to sell premium indoor comfort solutions effectively. By overcoming common psychological barriers to success, attendees will design a personalized sales process using advanced HVAC tools, including the “TA2PPED Into Success” sales methodology. Key elements include skill practice exercises, identifying strategies to stand out among competitors, asking better questions to lead the prospect to a better comfort solution, offering financing, including heating and cooling load calculations, introducing inverter system options, and employing new skills to achieve measurable outcomes such as:

• Higher closing rates.
• Larger ticket sizes.
• Increased adoption of high-efficiency and add-on product sales

Duration: 2 Days

Who Should Attend:
SERVICE: Selling Technicians
OPERATIONS: Owners, Principals, General Managers, Operations Managers
SALES: Sales Managers, Comfort Advisors, TSMs, ASMs, RMs

Sales Leadership: Sales Excellency Training

In this comprehensive course, participants will gain a deep understanding of a unified approach and a structured sales management cadence essential for effectively overseeing the sales operations throughout the entire organization. The curriculum elaborates on a coaching model that not only emphasizes specific skills to empower Sales Managers to deliver targeted feedback, but also aims at achieving excellence in the art of selling. Furthermore, the program explores the intricacies of equipping Sales Managers with the tools to model, reinforce, and coach Sales Excellence. By providing a strategic framework and honing specific coaching techniques, this course equips participants with the knowledge and skills needed to foster a culture of continuous improvement and success.

Course Objectives Include:

• · Understanding the consistency of sales management
• · Manage the business of sales across the organization
• · Coaching models
• · Enabling and equipping Sales Managers with necessary tools to be successful

Who Should Attend:

SERVICE: Selling Technicians
OPERATIONS: Owners, Principals, General Managers, Operations Managers
SALES: Sales Managers, Comfort Advisors, TSMs, ASMs, RMs

Side Discharge Sales & Application: Solar Focus

Sales & Product Knowledge

This course delivers a comprehensive learning experience designed specifically for solar professionals looking to understand and apply side-discharge HVAC system design. Blending foundational instruction with hands-on application, participants complete multiple design projects that cover heating and cooling load calculations, proper equipment selection, and airflow and ductwork considerations that support efficient, all-electric comfort solutions. Beyond technical design, the course emphasizes how to confidently position side-discharge systems within a broader home energy strategy. Participants learn how to clearly communicate comfort, efficiency, and electrification benefits, compare system options, and integrate HVAC upgrades alongside solar and storage discussions— using modern financing strategies to present a complete, homeowner-friendly proposal. By the end of the course, students will have designed multiple side-discharge systems and practiced presenting those solutions in real-world scenarios that align with today’s solar-driven, energy-conscious homes.

Duration: 2 Days

Who Should Attend:
SALES: Solar Professionals looking to integrate HVAC into their sales strategies

Ductless Comfort Goldrush

The Ductless Comfort Goldrush provides understanding of the Ductless market, how to identify opportunities, and navigate the sales process profitably. Topics include identifying buying signals, evaluating hot and cold spots, and understanding single- and multi-zone applications.

Using real-world scenarios, business case studies, and guided workshops, by the end of the course, participants will be able to recognize ductless opportunities more consistently and communicate value more effectively.

What’s in it for me? Learn to…

recognize where ductless solutions fit

expand revenue opportunities

position ductless as part of a complete comfort offering