Relationship Selling Training for Trades Technicians

Name: Relationship Selling: Increasing Referrals and Sales for Technicians in Trades
Author: Donna Grande

Increasing Referrals and Sales for Technicians in Trades

Develop the relationship skills that turn good technicians into trusted assets for their employers and their clients.

Course Overview

How It Is Taught

Delivered through Zoom, online course material, and practical role play exercises, with the option of in person coaching (location specific). Includes downloadable templates and resources. Total program class time: 40 hours.

How You Are Assessed

A short exam after each chapter proves your understanding of the reading materials. A grade of 70% or higher is required to move on to the next chapter.

Certification and Support

Students who finish with a grade of 70% or higher receive a Certificate of Completion. Each student is also paired with a personal coach for the term of the course plus 3 months after completion.

You Already Earn Their Trust. Now Turn It Into Referrals.

Every service call is a chance to build a relationship that brings in repeat work, referrals, and more closed jobs. Learn how in 40 hours of certified training with Donna Grande.

Who Should Take This Program

→ Technicians Who Want More Repeat Customers
→ Tradespeople Ready to Earn More Referrals
→ Techs Who Want to Close More of the Right Jobs

→ Techs Ready to Grow Their Role and Income
→ Anyone Who Wants Clients Asking for Them by Name

Who Should NOT Take This Program

✕ You Think Building Client Relationships Is Someone Else’s Job
✕ You Don’t Want to Learn Anything New or Try Something Different
✕ You Don’t Work Well With Online Instruction and Are Outside the Coastal Region (North of Kamloops)

Course Outline

Beginner Level Certificate With The Main Focus Of Relationship Selling Skills. This course gives technicians the core skills they need to build trust with every client, earn more referrals, and close more jobs, even if they’ve never sold anything before. It focuses on building the right mindset for talking to customers, understanding what people actually care about, and communicating in a way that earns trust.

Through simple, practical lessons, it shows how to qualify leads, explain pricing, handle objections, and close jobs without pressure or scripts. It covers how to spot decision makers, present options clearly, and follow up in a way that keeps clients coming back. It also gives technicians a repeatable system for follow ups, referrals, and turning good service into lasting client relationships and steady work.

Curriculum

Chapter 1: Introduction to Relationship Selling
Why relationships matter in the trades, the real reason clients say yes and refer you, and an overview of the conversation system used throughout the course.
Chapter 2: Understanding Client Psychology
What homeowners really want during a service visit, how fear, urgency, and uncertainty shape decisions, and how to create clarity instead of confusion.
Chapter 3: Explaining Findings with Confidence
Breaking down technical issues in simple language, using visuals and analogies, and communicating what is happening, why it matters, and what happens next.
Chapter 4: Presenting Options and Pricing
Structuring good, better, best options, making pricing feel clear and fair, and leading clients through choices without pressure.
Chapter 5: Handling Objections and Tough Conversations
The most common objections and how to navigate them, turning hesitation into clarity, and staying calm and client focused.
Chapter 6: Turning Clients Into Referrals
Professional presence and tone, closing jobs without being salesy, and creating repeat business, referrals, and stronger relationships.
Final Application
Students lead a mock service conversation using the course frameworks, followed by a 1:1 coaching review.

About the Instructor

Donna Grande ~ Sales Leader, Coach & Educator

Donna Grande is a sales leader and educator with more than 25 years of experience leading and developing sales teams. As a former VP of National Sales, Donna has built, trained, and coached teams to deliver consistent results through one core belief: relationships turn into revenue. Through Grande Connections, she works with businesses and sales teams to improve customer retention, referral generation, repeat business, and the overall client experience. Her signature framework, The Grande Connector Method, gives teams a clear, repeatable system for building trust, following up with purpose, and turning satisfied customers into loyal advocates. Donna has seen firsthand how many trades businesses struggle with the same problems: getting ghosted after estimates, losing winnable jobs, competing on price alone, and always chasing the next customer. Her view is simple. These are relationship problems, not marketing problems. Through WMR Training, Donna brings her sales leadership and coaching experience to technicians who want to earn more referrals, close more of the right jobs, and build lasting client relationships one service call at a time.