Chris Craft, an HVAC manufacturers rep for Target Sales, recently sat down with us to discuss how to sell more HVAC and IAQ products and services out in the field. Turns out, there’s a difference between good and great techs. Good techs are great at identifying and fixing problems. Great techs can show the customer the problem and are comfortable with talking about solutions.
In this episode, we’ll explore:
- The best way to approach HVAC problems with clients
- Bundle up your IAQ and HVAC packages
- How to overcome objections, like affordability
- … and more
Increase average sales tickets – Boost your sales ticket average and grow your business with these four easy-to-execute tips. Read the article here ➡
Selling More HVAC and IAQ is All in Your Approach
HVAC techs need to be able to troubleshoot problems and find solutions. However, they also need to be able to communicate effectively with homeowners to sell more HVAC and IAQ. After all, the homeowner is the one who will be living with the results of the HVAC tech’s work. Therefore, it is important for HVAC techs to approach problems with homeowners in a professional and courteous manner.
First, you should listen carefully to the homeowner’s description of the problem. Then, ask any clarifying questions that may be necessary. Once you’ve identified the problem, show them. After you’ve diagnosed it, explain the proposed solution to the homeowner in plain language. Finally, make sure your client is satisfied with your work before leaving the premises. By following these simple steps, you can ensure that you’re providing high-quality service while also building positive relationships with your clients.
Create Bundled Packages For Customer Quotes
You are trained and certified to work on HVAC systems. Diagnosing the problem and making the necessary repairs is a piece of cake. However, what many homeowners don’t realize is that you can also help to prevent future problems by creating HVAC and IAQ bundles. By bundling these services together, you can provide a comprehensive solution that will not only improve the quality of your customer’s air but also save them money in the long run. So, every time you have a customer that could benefit from both HVAC and IAQ upgrades, bundle them together. Also, always offer to finance.
