Hybrid Sales Training for Home Improvement | Dominic Caminata & Grosso University (2021 Workshop)

In this in-depth 2021 educational workshop, Dominic Caminata, CEO of Grosso University, breaks down how home improvement companies can dramatically increase sales by adopting a Hybrid Sales Model that combines In-Home Consultations with Virtual Selling.

Hosted in partnership with MarketSharp, this session walks step-by-step through an 11-Step Hybrid Sales Process designed to help contractors:

Close more leads without sacrificing professionalism

Scale sales teams efficiently using virtual appointments

Maintain control, trust, and urgency in both in-home and online settings

Sell high-ticket projects remotely with confidence

Use technology to sharpen, not replace, real salesmanship

Dominic shares real-world results, proven scripts, mindset training, and execution strategies that show how virtual selling doesn’t replace in-home sales — it strengthens it.

If you’re a home improvement contractor, sales leader, or owner looking to modernize your sales operation without losing close rates, this workshop is required viewing.

Chapters / Timestamps

00:00 – Welcome & Market Disruption Overview 06:10 – Why Lead Volume Is Up but Conversions Lag 11:45 – What Hybrid Selling Really Means 18:20 – Virtual Selling Lessons Learned During COVID 26:40 – The 11-Step Hybrid Sales Process Explained 34:15 – Preparation & Virtual Appointment Setup 45:30 – Needs Analysis in a Virtual Environment 58:10 – Inspection & Creating Urgency Remotely 1:15:00 – Company Story & Emotional Connection 1:32:45 – Product Demos Without Physical Samples 1:55:20 – Pricing, Financing & Virtual Closing 2:18:10 – Why Hybrid Sales Is the Future

Key Takeaways

Hybrid sales outperform in-home or virtual alone

Virtual selling demands more discipline, not less

The sales process does not change — execution does

Preparation determines virtual close rates

Emotion, storytelling, and trust still drive decisions

Technology should amplify sales skill, not replace it

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Grosso University Contact Information

Grosso University World-Class Sales Training for Home Improvement Professionals