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.
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.
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.
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.
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?
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’.
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.
Contact us today to learn more about how Pearl Lemon Sales’ HVAC sales training will do just that.