How to Sell and Position Skylights and Sun Tunnels

Course Description: This course equips installers, sales teams, and estimators with the skills and confidence to effectively sell, position, and specify VELUX Skylights and Sun Tunnels. Through a practical, step‑by‑step approach, participants learn to identify homeowner needs, inspire customers with daylighting possibilities, recommend the right solutions, present compelling value, and handle objections all while using a structured sales method that boosts profitability, strengthens reroof and renovation opportunities, and drives higher close rates.
Duration: 2 hours
Structure: Classroom or virtual
Prerequisites: Basic sales experience or product familiarity
Training Format: Academy or Online
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Learning Objectives

By the end of this course, participants will be able to:

Explain the key benefits of daylight, fresh air, and aesthetics in the home.

Recommend the right skylight or Sun Tunnel solution based on homeowner needs.

Use a simple, structured sales method to guide homeowner conversations.

Identify opportunities to upsell, replace, or add daylighting products during reroof projects.

Present complete daylighting solutions and communicate their value clearly.

Address Common objections confidently and close more profitable sales.

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Course Breakdown

  • 1. Introduction & Daylighting Benefits
    • Learn why skylights and Sun Tunnels matter to homeowners—covering daylight, fresh air, and aesthetics.
  • 2. Market Opportunity & Profit Potential
    • Discover how reroof projects, replacements, and new cut‑ins create high‑margin sales opportunities.
  • 3. Selling Method & Homeowner Conversations
    • Use a simple three‑step method to understand homeowner needs, inspire solutions, and build their vision.
  • 4. Identifying the Right Solutions
    • Match skylight and Sun Tunnel options to room types, lighting challenges, and budget levels.
  • 5. Selling High‑Value Solutions
    • Present complete daylighting packages, handle objections confidently, and lead with value—not price.
  • 6. Closing the Sale & Follow-Up
    • Deliver clear proposals, reinforce value, and secure commitment through effective follow-up.
  • 7. Review & Q&A
    • Key learnings
    • Sun Tunnels as cross-sell opportunity
    • Skylights as design + profit drivers
    • Knowledge quiz
    • Final reflections & closing

Materials & Resources Provided

  • Skylight & Sun Tunnel objection-handling sheet
  • Daylighting recommendation cheat sheet
  • Profitability and margin calculator activity
  • Customer script examples for sales and in-home consultations

Outcome

Participants will learn to spot daylighting opportunities during reroofing and renovation projects and recommend the best solution—skylight or Sun Tunnel—based on homeowner needs. They will communicate the value of natural light, ventilation, aesthetics, and energy efficiency, and use a structured sales method to guide conversations and uncover homeowner goals. By presenting complete, high‑value solutions and confidently addressing objections, participants will increase close rates, improve profitability through better upselling and bundling, and differentiate their business by offering transformative daylighting upgrades rather than basic roofing-only services.

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Have questions about training? Reach out to our team.

If you’re looking for more information about the Pro Partner Academy or have questions about participating in skylight training, contact us.