Sales Training for Home Services
Roofing, plumbing, HVAC, electrical, and the trades. Turn service calls into relationships, and relationships into repeat and referral work.
Your best salespeople may be wearing a tool belt.
Every day, your technicians, estimators, and comfort advisors walk into your customers’ homes. They’re trusted, they’re on site, and they’re often the only people from your company the customer ever meets. Yet many trades businesses train their people on the work and leave the conversation to chance.
That’s how a good repair stays a one-time job. The maintenance agreement never gets offered, the referral never gets asked for, and the phone only rings when something breaks.
The Optimum Sales Method gives your team a system for that part of the job: who to build relationships with, how to earn trust, what to ask, and how to follow up so every finished job leads to the next one.
Who It’s For
- Owners who still sell and want a system the whole team can follow
- Sales managers who need a consistent process to coach to
- In-home salespeople and comfort advisors who present options and pricing
- Technicians and estimators who earn the customer’s trust on every call
- Outside reps who build relationships with referral partners
Where Your Next Jobs Come From
The steadiest work in the trades comes through relationships, not ads. The Method teaches your team to identify the people who send work your way, earn their trust, and stay top of mind before the next call goes to someone else:
- Property managers
- Real estate agents
- Builders and remodelers
- Insurance agents and adjusters
- Past customers and their neighbors
The Six Pillars, Built for the Trades
- Know Your Market. Build a target list of referral partners and service areas, organized by territory, from day one.
- Circle Marketing. Work outward from every completed job and your strongest relationships, in a planned pattern, so one good job leads to the next.
- Know, Like & Trust. A referral partner relationship takes 8 to 10 contacts to build. The Method shows your team what each contact should accomplish.
- The Art of Questioning. Ask before you quote. Uncover what the customer actually needs, handle objections honestly, and then ask for the work.
- Goals That Measure What Matters. Set clear goals, track the activities that book jobs, and know what each new customer costs to win.
- Discipline & Follow-Through. Log every customer and partner contact. Make every next step specific and dated. Rank partners A, B, and C so time goes where it pays off.
Beyond the Transaction
The Five-Week Service Sales Boot Camp
Five live 90-minute sessions on Microsoft Teams, led by Miles McGrath, with practical assignments each week. Each session builds on the one before it.
- Week 1: First-Day Mindset. Bring the energy and standards of your first day on the job to every call, every time.
- Week 2: Curiosity Creates Connection. Use questions to uncover what the customer needs before recommending anything.
- Week 3: Earnest Honesty. Build trust by telling customers the truth, including when the answer is “you don’t need that yet.”
- Week 4: Presenting Value & Objections. Present options clearly and handle price objections without defaulting to a discount.
- Week 5: Follow-Up, Referrals & Reputation. Turn finished jobs into reviews, referrals, and repeat customers.
Five live 90-minute sessions on Microsoft Teams, led by Miles McGrath, with practical assignments each week. Each session builds on the one before it.
Next cohort: dates to be announced.
Training That Fits the Way Your Business Works
The Optimum Sales Method was built and refined training healthcare sales teams, where nearly every new client arrives through a referral relationship. The same principles drive the trades: the company that earns trust and follows up gets the call. Beyond the Transaction brings those principles to your business, taught by someone who has spent his career in it.
Training That Fits Your Business
- Live Virtual Boot Camp. Five weeks with other service professionals on Microsoft Teams.
- Private Team Training. A program built around your company, your market, and your goals.
- Trade Association Sessions. One-hour sessions for plumbing, roofing, HVAC, and other trade associations, in the format your organization sets.
- Fractional Sales Management. Part-time sales leadership that puts the Method to work in your company over the long term, without the cost of a full-time hire.
Selling Your Customers Will Thank You For
Our values are Integrity, Personalized Service, and Respect & Relationships, and the training reflects all three. We don’t teach pressure tactics or upsell scripts. We teach your team to be honest, to ask good questions, and to recommend what the customer actually needs. That’s what earns the next call, the good review, and the referral to a neighbor.
Frequently Asked Questions
We're a small shop. Is this for us?
Yes. Owners who sell and small teams get the most from a clear system. If a cohort isn’t the right fit, we can build a private program for your team.
Will this turn my technicians into pushy salespeople?
No. It does the opposite. The Method teaches technicians to listen, explain options honestly, and earn trust, so customers ask for their recommendations instead of resisting them.
How is this different from sales training we've tried?
It’s built around referral relationships and follow-up, not closing tricks. Your team leaves with practical tools, including a call log and account tracking system, and it’s taught by someone with more than 30 years in the trades.
What does it cost?
Boot camp tuition is $999 per seat. Team and private-training pricing is available; contact us for details.
When does the next boot camp start?
Dates will be announced soon. Join the interest list and you’ll be the first to know.
Do you work with trade associations?
Yes. We offer one-hour sessions for trade associations and their members, in the format your organization sets.