5 HVAC Sales Tips

Let’s face it, replacing a comfort system is often a grudge purchase for the consumer. A homeowner doesn’t think of it until the furnace or air conditioner is not working. Then as a comfort advisor, we are working with a stressed and frustrated customer who is probably very concerned about how they will finance the purchase of a new system. HVAC sales are never easy in any economy, but there are always tried and true ways to go about selling maintenance and services.

Here are just a few HVAC sales tips on how to sell anything - including heating and cooling services and packages:

1.    Demonstrate Empathy. Find a way to lower the homeowner’s stress and assure them that you are there to help them through the whole process; start to finish looking after them and their family.

2.    Utilize Active Listening. The customer should do most of the talking. Repeat it back when they tell you something to ensure you understand and that the customer knows you heard them. Look at their body language to ensure you relate to the customer well. A repeatable sales process on every call is essential to you and your customer.

3.    Be Unique. You know how different you and your company are from all other HVAC companies in your market. Unfortunately, your customer sees all HVAC companies as being like one another. You must demonstrate the difference that should make them want to do business with you. Share how you differ from everyone else and why the customer needs to do business with you.

4.    Always Offer Financing. A new comfort system is not cheap, and most homeowners will not have the funds readily available to pay for a new comfort system. Financing allows homeowners to pay for a new system in easy monthly payments that fit within their budget. In addition, letting them know you have financing options will enable them to make a purchase decision quicker, and you get a higher close rate. It’s a win-win for all.

5.    Ask Lots of Questions. It never hurts to ask what your potential customer thinks about your offerings. It's invaluable and allows you to identify and satisfy their exact HVAC needs.

Learn more HVAC sales tips and techniques and how to be the best salesperson in our BuildASalesperson™ and Master $elling® programs for HVAC comfort advisors.

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