HVAC Sales Training

Leads aren’t very useful unless they result in a sale. The main reason an HVAC company spends in marketing or advertising of any kind is to increase the chances of making a sale or gaining new business.

Just because someone calls your company does not ensure they will become a paying customer, let alone a devoted one. So, how can a company go about increasing its sales rates and retaining long-term customers? You should be looking for HVAC Sales Training to assist you increase your conversion rates.

Every member of your team who interacts with your clients will benefit from Pearl Lemon Sales’ HVAC sales training courses, but especially those who are often best positioned to make big ticket sales (but are often reluctant to try to do s0): your HVAC techs.

Why is HVAC Selling Different?

Consultative Selling is a Must

HVAC is a higher-ticket item, which means it costs more than what consumers and/or business decision makers would spend without consulting others. As a result, consultative selling should be emphasized in your HVAC sales training, as it’s a skill many HVAC sales staff lack that can make a big positive difference.

Instead of merely pitching your HVAC products or services like commodities will a hard sell – which makes onsite HVAC techs uncomfortable anyway, and is one of the most commonly cited reasons why they don’t try to sell, you should approach your sales discussions from a point of prescribing your offer, rather than simply presenting it.

Gathering the Decision Makers Together Early is Key

Selling HVAC differs from selling other products or services in that you must typically sell to several decision makers before a purchase can be made. In a residential setting it’s often a partner or spouse, in a commercial setting at least several levels of executives.

HVAC salespeople need to identify these key decision makers early in the sales process because they’ll all need to be included before they begin their deep dive sales, let’s talk numbers and timeframes talks. This will eliminate any future “I need to speak with” concerns that could kill a sale that was almost a done deal.

Getting Good with Pain (Points)

All purchases are built on the foundations of emotion, with people buying for two distinct emotional reasons. These motivations stem from a desire to avoid pain and instead focus on pleasure and desires.
Seasoned sales professionals understand the importance of identifying pain in a potential customer’s existing circumstance, because without it, the potential client will have no motivation to buy.
This is especially true when it comes to HVAC sales. For example, a mother may be concerned about her family’s health and safety and want to know if her air conditioner or furnace is about to break down or if she can call for an emergency repair in the middle of the night.
Or, a person concerned about their personal carbon footprint, or a business owner interested in possible tax breaks might be interested in learning about the latest “green” cooling and heating options, and it just so happens that installing one of these options is now more affordable than ever.

What drives your most common types of customers to replace rather than fix broken equipment? What drives people to add on new services or complement their purchase with related accessories?

Your HVAC technicians will be able to better explain, demonstrate value, and responsibly sell your clients what they need if they can answer these questions and more. When they enter the house or business with the intention of informing a specific client about your products and services as a solution to one of their nagging pain points, the sales element usually follows organically in conversation and won’t seem like selling at all, as far as the consumer is concerned anyway.

These differences all involve sales skills that are not commonly taught in basic sales training courses. Pearl Lemon Sales HVAC sales training focuses heavily on these skills because they really do matter.

What Makes Pearl Lemon Sales' HVAC Sales Training Different

If you start looking in earnest, you’ll find there are a lot of sales training courses out there. And lots of them will claim to be great for HVAC sales training.

So what makes our HVAC training programs different?

Pearl Lemon Sales HVAC Sales Training is Practical and Engaging

Your HVAC techs, who can, as we mentioned, serve as your very best salespeople, are used to action. They are constantly on the road, meeting new people, doing new things and are rarely stuck in an office. Telling them to sit in front of a computer to take an online sales course is highly unlikely to be very appealing to them. And if a sales training course isn’t appealing, then people will tune out, and they won’t learn a thing.

Pearl Lemon Sales HVAC sales training programs are based around role play, hands-on training and engaging discussions that include the participants at every step and encourage feedback – and lots of questions. We ensure that participants enjoy their sales training and can see the value in it, making it far more likely that what we teach will ‘stick’.

Pearl Lemon Sales HVAC Training is Customized

Every HVAC business is different, especially if it’s a local business. A Florida based HVAC business is very different to a New York based one, both in terms of what they sell the most of and the challenges they face when serving customers. This means that a basic ‘one size fits all’ HVAC sales training program is never going to work as well as one that is customized for your company and its staff.

All of Pearl Lemon Sales training programs are bespoke offerings. We’ll take the time to learn about your company and what your biggest sales challenges are, and then tailor an HVAC sales training program especially for you based on that discovery time. Very few sales training companies take the time to do this, and it really does set us apart.

Ready to take your HVAC sales performance to the next level?

Contact us. We’d love to hear from you!

If you have any questions, please do get in touch with us! If you’d prefer to speak directly to a consultant, book a call!