RoseWater Energy Consultative Sales Training Helps Systems Integrators Grow Power Management and Smart Home Sales
Interactive sales training co-hosted by RoseWater Energy and LK & Associates teaches systems integrators how to uncover homeowner needs, position power management as a foundational smart home category, and build larger, more profitable projects through consultative selling.
FORT LAUDERDALE, Fla. — RoseWater Energy recently partnered with manufacturers’ representative LK & Associates to host an interactive consultative sales training program for systems integrators at the ShowKase by LK & Associates located inside the Design Center of the Americas (DCOTA) in Dania Beach, Florida. Rather than focusing on installation techniques or product specifications, the three-hour session taught attendees how to uncover homeowner needs, communicate value more effectively, and position power management as a foundational element of modern, luxury homes.
RoseWater Energy Expands Business Training Beyond Technical Education
Presented by RoseWater Energy CEO Joe Piccirilli, the course reflects the company’s broader commitment to helping integrators grow their businesses by improving the way they engage homeowners, uncover needs, and position technology solutions. Approximately 16 industry professionals participated in the highly interactive session, which blended consultative sales techniques, audience participation, and real-world role-playing exercises.
“One of our goals at LK & Associates is to provide systems integrators with education that helps them become more successful business people, not just better installers,” says Seth Kaplan, principal of LK & Associates. “Joe’s presentation was one of the most engaging sales programs we’ve hosted because it gave attendees practical skills they can apply immediately, not only when discussing power management, but throughout the entire sales process. The interaction, role-playing, and real-world examples kept everyone involved from beginning to end, and the response from our dealers made it clear this is the kind of training our industry needs more of.”
“The custom integration industry was built by installers,” adds Piccirilli. “Many professionals become exceptionally skilled at designing and installing systems, but few have ever received formal sales training. Retail organizations have long recognized that selling is a discipline that requires continuous practice. Our industry deserves that same investment.”
Consultative Sales Training Helps Integrators Sell More Than Products
Unlike traditional manufacturer training centered on a single product category, the RoseWater Energy course begins with approximately 90 minutes of brand-agnostic sales fundamentals. Participants explore topics such as first impressions, effective customer greetings, qualification techniques, active listening, and needs discovery before applying those principles through realistic customer conversations. Only after those fundamentals are established does the discussion shift to power management.
“What stood out most was that this wasn’t a product presentation disguised as sales training,” says Mark Goldstein of LK & Associates. “Joe spent the first half of the session teaching consultative selling fundamentals that apply to every technology category. By the time the discussion turned to power, attendees understood how to have a conversation centered on the homeowner’s priorities rather than technical specifications. That’s what gave them the confidence to introduce an entirely new category into their projects.”
Throughout the training, Piccirilli encouraged attendees to position power management as a foundational element of every smart home rather than another line item on an AV proposal. “We encourage integrators to introduce power alongside networking, lighting, shading, and other core systems from the very beginning of the conversation,” he explains. “If a homeowner tells you their wine cellar, wellness room, home office, or luxury appliances are important to their lifestyle, the conversation becomes about protecting performance, maximizing longevity, and creating resilience, not simply protecting electronics.”
According to Piccirilli, positioning power as its own category also creates stronger business opportunities. “When power is treated as just another accessory to an AV system, it often cannibalizes the overall project value,” he explains. “When it’s presented as the foundation that supports every technology investment throughout the home, customers understand its broader purpose.”
Power Management Sales Begin with Homeowner Needs, Not Technical Specifications
For Lauren Roberts, co-owner of Boca Raton, Fla.-based Good Sounds Home Theater, the course fundamentally changed the way she views both sales and power management. A second-generation leader of the family-owned integration firm, Roberts came to the training with years of experience in luxury residential projects as well as a previous career as a retail sales trainer. While she was already familiar with RoseWater Energy and Joe Piccirilli’s reputation within the industry, she said the course exceeded her expectations.
“The first half of the training was valuable because it wasn’t about selling RoseWater; it was about selling, period,” Roberts says. “Joe took concepts that people often overcomplicate and simplified them into conversations that feel natural. The biggest takeaway was learning to speak in terms the customer understands instead of overwhelming them with technical details.”
The second half of the course reshaped her perception of power management. “I always viewed RoseWater Energy as a provider of ultra-high-end products that would be difficult to sell,” Roberts explains. “What I hadn’t fully appreciated was that you’re really selling peace of mind. That alone completely changed my perspective. The training helped me realize that RoseWater Energy HUBs don’t just protect AV equipment. They protect the homeowner’s investment, eliminating uncertainty, and ultimately buying back their time by preventing headaches before they happen.”
Continuous Sales Training Builds Long-Term Business Success
Piccirilli emphasizes that the session represents just the beginning, not the end, of a continuous learning process. “I challenge people to participate in training, not simply take a course,” he advises. “Sales is a profession. Like any profession, it requires practice. Bad habits are easy to develop, and research consistently shows that skills decline without reinforcement. The goal is to keep practicing until these conversations become second nature.”
The sales training session also laid the groundwork for future advanced workshops, with LK & Associates planning follow-up role-playing sessions to help participants continue refining their consultative selling skills.
RoseWater Energy Brings Sales Education to CEDIA Expo 2026
The sales curriculum also serves as the foundation for several educational sessions RoseWater Energy will present during CEDIA Expo, Sept. 1-4, in Denver, where Piccirilli will continue helping integrators strengthen both their technical knowledge and their ability to communicate the value of foundational power management.
By investing in sales education alongside technical training, RoseWater Energy and LK & Associates are demonstrating that consultative selling can be as valuable to an integration business as technical expertise—helping dealers confidently introduce new categories, strengthen customer relationships, and grow the overall value of every project.
To learn more about RoseWater Energy’s educational programs, consultative sales training, CEDIA Expo courses, and resources that help technology integration professionals confidently position power management and build stronger businesses, visit www.rosewaterenergy.com.
About RoseWater Energy
RoseWater Energy understands that Power is the Foundation® for any smart home. The company designs and manufactures a complete solution providing both power conditioning and consistent energy, as well as surge and lightning protection for the main power source, solar input, and standby power, along with analytics and remote monitoring in a redundant industrial-grade system made for large, high-end residences and commercial environments.
Committed to building Simply the Best® energy management system on the market, RoseWater Energy HUBs work 24/7 and are always providing clean power in any situation – including during normal grid operation as well as grid spikes, surges, brownouts, or power outages. RoseWater HUBs are built with full power conditioning functionality and zero-transfer-times between power sources. These unique features enable technology integration professionals to reduce or eliminate a plethora of unnecessary and expensive client service calls due to power issues and instead, provide peace of mind. White-glove support ensures a successful outcome. RoseWater will work with authorized integration firms to help design, build, integrate, and manage a custom Power Plan™ specific to the needs of each project. For more details visit www.rosewaterenergy.com.
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