Mike Rogers: Foundations of Increased Sales and Profits


Basic Level
6 Modules 16-24 Hours

Many companies don’t build the roadmap to success or align marketing with sales and end up wasting valuable leads with ineffective sales. This course will help you align your business to drive sales and help you avoid common sales pitfalls

Course Overview

Many contracting companies don’t build the roadmap to success or align marketing with sales, and as a result end up wasting valuable leads with ineffective sales. Maybe, for example, you are not packing as much punch as you could into that initial phone call with a potential customer, or maybe you’re still committing some major marketing “don’ts” in your sales process. Perhaps you simply need a few sales tips to take your marketing to the next level.

Foundations of Increased Sales and Profits is led by Mike Rogers (1964-2018), a legendary trainer in the building performance industry. Mike was a key person in setting up the Home Performance with ENERGY STAR (HPwES) program across the US. He was also principal consultant to the Environmental Protection Agency and the U.S. Department of Energy. In the past several years, Mike criss-crossed the continent, providing business management training to hundreds of contracting companies, as well as delivering dozens of webinars for BPI’s GoldStar Contractor program. We’re proud to offer this course, preserving and continuing Mike’s knowledge, enthusiasm, and understanding of the industry.

While the course is aimed at residential contractors who focus on energy efficiency improvements, home performance and weatherization, increasing sales and profits is the goal of all contractors and builders in the residential construction industry. Don’t leave that money on the table!

Anyone in the home renovation or new construction industry needs to know how to maximize sales and profits. BHE’s cheap and cheerful online training is designed for busy people by an experienced industry professional. We know what you need to know!

Download course outline

Important Details

  • This course takes 16 - 24 hours to complete (including review time and quizzes)

  • This course is made up of 6 modules. Each module has a video and a quiz

  • You can review any section or topic in any module as many times as you require

  • There is no final exam; you earn a Certificate of Completion when you finish the course

  • Like all BHE courses, you have access to the online modules for 12 months

  • The course is best viewed on a laptop or desktop. It works on tablets, but it’s really hard to see all the detail on a phone!

  • Sales within Canada are subject to GST/HST

  • Download course outline


Module 1: Why Sales are Important!

  • You Need A Sales Roadmap
  • Build An Operating Plan
  • Setting an Annual Budget
  • Operating Plan as Management Tool

Module 2: Your Marketing Plan

  • What is a Marketing Plan?
  • Build A Marketing Plan
  • Make the Numbers Work
  • Get Better at Marketing

Module 3: Communicating with Your Customer

  • Dump the Jargon
  • Value Propositions
  • What Your Customer Cares About
  • The Gas Pump Pitch
  • Sales: Everything You Do

Module 4: Consultative Sales: Become An Objective, Trusted Advisor

  • Introduction
  • Framework: Let’s Visit the Home
  • Think Big Value

Module 5: Helping People Decide to Buy

  • Introduction
  • Focus on Each
  • Homeowners’ Concerns
  • Make Concrete
  • Recommendations
  • Help Customers Decide

Module 6: Objection Handling

  • Introduction
  • Handling Buying Objections
  • Role Play Example
  • Objection Handling Overview
  • Role Play Feedback

Learning Objectives

After completing this course, you will be able to:

  • Describe the importance of operating plans and marketing plans in the sales cycle

  • Explain the importance of communicating with your customer

  • Explain the four primary purposes of asking appropriate questions during consultative sales process, and give examples of each

  • Demonstrate ways of handling objections from customers