Wayne Gore has been a heating and air technician for 25 years. After spending one day with him he was able to sale a $5900, 95% AFUE, 2 stage furnace. Before our ride along Wayne’s largest sale was $2400. Wayne believed that the customers would not spend that much money and never offered them high efficiency options. I wonder how many opportunities your techs might be missing?
Are our HVAC sales seminars encouraging us to manipulate prospects? Are heating and air replacement prospects even people in this world or are they mere trophies to line the best HVAC salesman’s walls? Is traditional HVAC sales training teaching techniques of aggression, manipulation, and coercion? Do these HVAC sales seminars teach techniques that attempt to dominate and control homeowners? Or are HVAC sales seminars teaching techniques which encourage mutual respect, the right for prospects to take time to think, or even say no?
Traditional HVAC sales training teaches one to push against resistance when prospects say“no”. To name one of many techniques, we learn about the Ben Franklin close, which teaches HVAC salespeople to list all the reason why prospects should buy. Then what follows is prospects listing all the reason why they should not buy. Logic says that the reasons to buy will out number the reasons not to buy, and prospects will change their mind. In other words, bulldoze through all stalls and objections.
Could there a better way? Is it possible to give HVAC prospects room to say “no” and respect their right to do so? HVAC replacement sales is relational, therefore, aggression has no place in healthy business relationships. If I ignore your right to say no and then try to manipulate you with insincere tricks, what am I really communicating? Am I communicating that my commission is more important that your objectives? Could I be communicating that there is no room for you to be you? Could I be moving against you emotionally, and verbally, communicating that I don’t respect your thoughts or opinions? Traditional HVAC sales can be very aggressive, answering yes to all these question unequivocally.
Have you ever thought about agreeing with prospects? Did you know that when you agree with them they will relax. Put the sales process aside. Stop selling. Allow them room to say “no”. Instead of push back, fall back. Accept “no” with them but realize it is not over yet. Then, try very hard to have a conversation about what prevented them from saying yes. It sounds something like this: “ Mr. prospect it sounds like it’s over for me, and no matter what I say or do, your not going to change your mind. You’re probably making the right decision for yourself. But before I leave may I ask you a question? What prevented you from saying yes today?”
Sometimes this approach helps your HVAC replacement prospect verbalize some real fear or concern that you can deal with in an open and honest manner. Honest direct communication is the goal. If we can arrive here in the HVAC sales process, we can better serve our prospect. It also treats HVAC prospects like people, not a trophies to be set aside on the counter after the sale has transpired. We also have maintained rapport and connection and will have other opportunities with them in the future even if we miss this sale.
Happy HVAC replacement selling.
I know that we are all very busy installing and making money during this very hot summer. However, the lean times will return soon. What are you planning to do about the slow times? We don’t have to sit idle and wait on the phone to ring, or the weather to turn extreme. So, what can we do?
The following process worked for us in generating HVAC replacement leads and we generally always had HVAC leads to run when the weather turned mild. We were known for being busy when others were slow, and it was normal for us to make net profits in the winter in Alabama.
Go to a local grocery store and request permission to sponsor a $100 grocery give away each week. Establish a registration process and ask for names, addressees, phone numbers, and emails. Ask for permission to call or email them about company coupons and specials. Each week have the store manager do the drawing and call the winner. Write a check to the store for $100 and let the store manager work out the rest of details so the winner gets the prize.
Now you should have a pile of names and numbers to call each week, and you don’t have to worry about the no call list regulations. Email these prospects free coupons and begin to build an email data base. After you email them make the call. This is where everybody gets stuck but it’s real easy to do. I suggest you listen to my CD ”How To Make A Cold Call The Feels Comfortable”. After that I can help you with a script which will generate replacement appointments.
June 22, 2010 — This is a free heating and air sales training video. JR explains how he changed a limiting belief about how he saw himself and how this has supported a new skill set that he learned in class. In sales training class we learn how to do something but in the field we learn how to do the “how”. JR now has a new belief that is congruent with his core values which supports the new skill set and behaviors that we learned in class and want to condition.
This is a free sales training video for heating and air sales people. In this free heating and air sales tip you will learn how to respond to a lead where are the decision makers are not present.
The Invisible Side Of Business
Spiritual laws of the universe embed all actions, and our choices determine our consequences. See if you can finish these idioms. Birds of a feather flock _______. What goes around comes _______. The New Testament says do unto others as you would have them do unto you. So where is the wisdom in all of this? Could it be that the emotions, conditions and circumstances that we create for others return to us multiplied?
Consider the law of the farm which says plant a tomato seed and reap tomatoes multiplied. All of our actions ultimately produce fruit that sprout in due season. If the harvest of your life does not look like what you hoped, examine yourself. What am I sowing? What seeds am I planting.
I am a personal development coach. As such, I work in businesses with owners, managers, salespeople and customer service representatives. When an owner hires me to help his sales people make cold calls and be proactive, my first advice is to remove the no soliciting sign. Why would this be important? This is the reason. If I want to reap acceptance from other businesses I have to sow acceptance of other businesses. If salespeople want to create an environment of open communication, they must be receptive to other salespeople.
I often run into salespeople who have a difficult time dealing with prospects who shop around for a better deal. Usually these salespeople are shopping around for better deals for themselves, so when they are in the role of the salesperson they experience a similar condition that they created for others. If you are a sales person and have a tendency to shop around for a better deal when you buy goods or services, stop doing this — you don’t want to be on the receiving end of it . I buy like I sell. I look for someone I can trust, who is credible and has what I need within my budget. And I generally run into like minded people when I am selling my service. Remember the idiom “birds of a feather flock together”.
Owners always hire me to help them make more money, and they think all I need to do is teach their sales people some new fancy skills or a new way to say something. Often when I arrive I find salespeople who are unmotivated and have negative outlooks because the company planted seeds that produced a very bad crop. When the owners and managers start planting better seeds they reap a better crop.
So, go and sow some kindness somewhere today or maybe just find some ground where patience or self control could be cultivated. Planting seeds of forgiveness reaps a good crop too. In general a company with a whole lot of love reaps the best crop.