Sell More HVAC Services With These 3 Easy & Effective Steps

HVAC Sales Training

Unless a sale occurs, leads aren’t particularly beneficial. An HVAC company invests in marketing and advertising to maximize the likelihood of a sale or new business being acquired.

Even if someone calls your business, there is no guarantee they will end up being a paying or loyal customer. How, therefore, can a business improve its sales figures while keeping loyal clients?

You should be looking for HVAC Sales Training to assist you to increase your conversion rates.

Every member of your team that interacts with your clients can benefit from Pearl Lemon Sales’ HVAC sales training courses, but notably, those who are frequently best positioned to make high ticket sales (but are sometimes hesitant to try): 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.

You should approach your sales conversations from the point of recommending your offer rather than simply presenting it. Simply pitching your HVAC products or services like commodities with a hard sell makes onsite HVAC techs uncomfortable and is one of the most frequently cited reasons they don’t try to sell.

Gathering the Decision Makers Together Early is Key

Selling HVAC is different from selling other goods or services since a purchase usually requires the approval of numerous decision-makers. In a domestic environment, a partner or spouse is frequently involved, while at least a few executives are involved in a professional setting.

Since they must all be included before beginning their deep dive sales, even before discussing statistics and timelines, HVAC salespeople need to identify these key decision makers early in the sales process. This will eliminate any future “I need to speak with” issues that might blow up a sale.

Getting Good with Pain (Points)

People buy for two different emotional motives. To avoid suffering and instead concentrate on pleasure and desires drives these drives.
Experienced sales experts recognize the importance of detecting pain in a potential customer’s current situation because, without it, the potential client will not want to buy. This is particularly accurate in terms of HVAC sales. A mother concerned about her family’s health and safety may want to know if she can call for an emergency repair in the middle of the night when her air conditioner or furnace fails.
Alternatively, a person worried about their carbon footprint, or a company owner interested in potential tax savings, may be interested in learning about the latest “green” cooling and heating choices and installing which one of these options is now more affordable.

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?

If your HVAC technicians can respond to these and more questions, they will be better able to explain, provide value, and ethically sell your clients what they need. When they enter the house or business to inform a specific customer about your products and services, the sales element usually comes effortlessly in conversation and will not appear to be selling at all, at least not to the consumer.

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 technicians, who might function as your salespeople, are used to being on the job. They are constantly moving, meeting new people, and doing new things and are rarely confined to an office. It is improbable that telling them to take an online sales course while seated in front of a computer will appeal to them very much. And if a sales training course is boring, individuals will tune it out and learn nothing.

Our HVAC sales training programs are built around role-play, hands-on training, and engaging discussions that involve participants at every step and encourage feedback – and lots of questions. We make sure that participants like their sales training and recognize its worth.

Pearl Lemon Sales HVAC Training is Customized

Every HVAC company is unique, especially small businesses. In terms of what they sell the most and the difficulties they encounter when serving consumers, an HVAC company with its headquarters in Florida is considerably different from one with its headquarters in New York. Therefore, a generic, “one size fits all” HVAC sales training program can never be as effective as one tailored specifically for your business 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?

FAQs

What differentiates our HVAC sales training?

Pearl Lemon’s HVAC sales training is different because of how it is user-oriented. That means we take the time to understand your company’s and your employees’ needs when it comes to designing a training program for your business. Our training team has plenty of experience in the HVAC sales industry, so they’re able to design real-world scenarios that prescribe the problems many companies’ sales teams encounter and fix them with great success.

Why is HVAC sales training important?

HVAC sales training is important because it demands a different process than regular sales do. A lot of the customers you’ll be hoping to sell to will be hesitant since most of them aren’t experts in your field like you are. Getting them to commit to your product isn’t an easy task, but our experienced team can help clear up the misconceptions surrounding the industry and teach you the process that’s sure to generate new leads for your company.

What do you teach during HVAC sales training?

Over the course of our program, you’ll learn:

Why customer emotion should be at the center of your sales strategy
How to answer customer concerns and convince hesitnant ones through roleplaying
How to make your selling feel organic and natural to potential customers
Much more!

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!