My one powerful question that I use in HVAC sales when at a customer's home is: "What's your goal?" Aside from all thr rapport building, price conditioning etc, we need to ask them in their words what it is that they hope to achieve by us being at their home. My goal is always to FIND THE OJECTION! Great video.
Hey, I appreciate the vid. It helped me a lot. I really appreciate the image of sitting beside my customer and looking at the problem together. That is why I’m in business for myself. To do it the way I want to, to treat people the way I want them to treat me. I hate pushy sales, I hate it done to me and I’m not going to do it to them. I don’t see every customer as a money pit or how much can I get out of them. Yes the cost is the cost, but I want to be beside a customer and figuring out what exactly it is they want and need from me for the home or business hvac solutions.
I love your values. That is what it takes to have a successful long-term relationship. These hustler types want to "hit it and get it." Unfortunately, that often pays more than the path we choose to take for the sake of integrity.
Unless your pickup line is “YOUR WIFE IS HOT BETTER GET YOUR AC FIXED” The sloga, was at the time such a strategically and originally genius move If you live in south Florida you know who I’m talking about
I knew the owner of that company personally before he died. Their business was/is based on higher volume and lower price than most of the other competitors in South Florida. The ad is "clever" and there is no question... clever will get you attention. But once you have the attention you either need to be one of the lower priced options, or you need to have more substance in order to justify your higher price. Excellent point. Thanks for sharing.
My bread and butter has always boiled down to customer relations. Listen more than you speak, be proactive in relieving their worries. Include them in the diagnosis, i take a crap load of pictures and videos. I explain to the customer how just like cars and every other consumer product on the market nowadays is made crappy. It’s not built to last, so my blunt and honest approach is to lay out several proactive ways to improve the systems efficiency and longevity. To do small subtle things that build rapport and trust with the customer. People don’t buy products, they buy from people. And if you leave a lasting impression on a homeowner honestly going above and beyond what they asked for you’ve got a customer for life. But unfortunately I live in south Florida so everyone know a guy who does it cheaper, we got half ass workers and techs who are in and out. Spending time with the customer and listening to them and talking to them eases tension and allows for a more open honest conversation to move forward and trusting your expertise and patience with tending to their concerns and needs
@@HVACPete my company uses nexstar service system, we follow it to a t? For sales, however many of my coworkers say it doesn’t work. It works for some and it doesn’t for others I never understood it, we are also recorded so I can hear all of my coworkers on there calls and we all sound the same.
How do you get homeowners to consider MULTIPLE systems replacement when you’re just there for the one? I struggle with this transition when 1 unit failed and the other one(same age) is still working.
I pre-prepare options and take the customers through a process of elimination. If you do this in a way the customer can choose for themselves, they'll love you for it. I'm currently adding that to my HVAC Products & Services Pricing Training Course. Hopefully, it will be available soon but in the meantime, prepare 3 to 4 options for each tonnage level and system type. Just like selecting gas at the gas pump... give them options. Good, Better, Best, Supreme. And if you're really good... give them options for each of those as well.
You need to study sales like you studied equipment your first couple years. Drown yourself in sales training. Role play. Not necessarily to sell things the customer doesn’t need. It’s to understand the psychology in every conversation and then you’ll notice those customers you were hesitant or scared to sell to were selling you every call on not selling them. Either you’re closing them on your company and the service you provide or they’re closing you on how they just want to limp it along one more year.
Average 8% of sale.... but there are guys making 150k+. That said, I question some of the integrity out there when the numbers get so high. Six figures is a good number for most good ones.
In Arizona as a hvac service/sales technician I make $180-$220 a year. 30% on repairs or what we call regular money and 8-12% on units depending on efficiency and profit margins.
Hey Pete! I don’t know if you remember me but my name is Shawn and I connected with you a few times over the years! I love you keep giving our green industry techs some education! I can testify from my own personal experience running a hvac company now deciding to return to larger, high volume hvac company! When I when on my own, it was exciting but when I looked at the numbers, I made on average $120k a yr back in 2015 as a service sales tech. I made maybe $20k to $40k more yearly but never had a day off!! So I am starting back with a big local company! I am challenging myself to see if this year I can beat my highest payed yr while I was self employed was $160k my company paid me. I bet, I clear $180,000 + next year! Thanks for all the great content buddy, keep ‘‘em coming! and I’m sure you will. This industry is no escape. When even after so many years of doing this, I still love what we do by selling air conditioning by, educating, educating, informing, and making honest beneficial suggestions that when presented the value properly we make $$$$$! Only if you do the work!!! If a tech just shows up to work everyday, he’ll make $60k a yr. But tech that keeps refining his process on how he is running the call, he can make up to $200,000 a yr.! God bless you Mr Ramsey! Shawn Goerndt Former president of Fix My A/C inc. San Antonio tx
My one powerful question that I use in HVAC sales when at a customer's home is: "What's your goal?" Aside from all thr rapport building, price conditioning etc, we need to ask them in their words what it is that they hope to achieve by us being at their home. My goal is always to FIND THE OJECTION! Great video.
Great point Ryan
A consultative approach is always better. Prospective customers would rather work with an HVAC consultant rather than an HVAC salesman.
Hey, I appreciate the vid. It helped me a lot. I really appreciate the image of sitting beside my customer and looking at the problem together. That is why I’m in business for myself. To do it the way I want to, to treat people the way I want them to treat me. I hate pushy sales, I hate it done to me and I’m not going to do it to them. I don’t see every customer as a money pit or how much can I get out of them. Yes the cost is the cost, but I want to be beside a customer and figuring out what exactly it is they want and need from me for the home or business hvac solutions.
I love your values. That is what it takes to have a successful long-term relationship. These hustler types want to "hit it and get it." Unfortunately, that often pays more than the path we choose to take for the sake of integrity.
Love this, consultation technicians, sitting beside each other and looking at the problem as a team. Very wize
Unless your pickup line is
“YOUR WIFE IS HOT BETTER GET YOUR AC FIXED”
The sloga, was at the time such a strategically and originally genius move
If you live in south Florida you know who I’m talking about
I knew the owner of that company personally before he died. Their business was/is based on higher volume and lower price than most of the other competitors in South Florida. The ad is "clever" and there is no question... clever will get you attention. But once you have the attention you either need to be one of the lower priced options, or you need to have more substance in order to justify your higher price. Excellent point. Thanks for sharing.
for me it's not a word but the notion of "STAYING IN THE MOMENT" with the customer
I like that
My bread and butter has always boiled down to customer relations. Listen more than you speak, be proactive in relieving their worries. Include them in the diagnosis, i take a crap load of pictures and videos. I explain to the customer how just like cars and every other consumer product on the market nowadays is made crappy. It’s not built to last, so my blunt and honest approach is to lay out several proactive ways to improve the systems efficiency and longevity. To do small subtle things that build rapport and trust with the customer. People don’t buy products, they buy from people. And if you leave a lasting impression on a homeowner honestly going above and beyond what they asked for you’ve got a customer for life. But unfortunately I live in south Florida so everyone know a guy who does it cheaper, we got half ass workers and techs who are in and out. Spending time with the customer and listening to them and talking to them eases tension and allows for a more open honest conversation to move forward and trusting your expertise and patience with tending to their concerns and needs
Thanks for the advice
Well said.
Wow excellent talk !!
Thanks Matt
Great advice thanks !
Glad it was helpful!
Hey Pete I’m new to hvac sales, we use netstar service system, have you heard about that?
I have. There are many out there. Why do you ask?
@@HVACPete my company uses nexstar service system, we follow it to a t? For sales, however many of my coworkers say it doesn’t work. It works for some and it doesn’t for others I never understood it, we are also recorded so I can hear all of my coworkers on there calls and we all sound the same.
Great advice!
How do you get homeowners to consider MULTIPLE systems replacement when you’re just there for the one? I struggle with this transition when 1 unit failed and the other one(same age) is still working.
I pre-prepare options and take the customers through a process of elimination. If you do this in a way the customer can choose for themselves, they'll love you for it. I'm currently adding that to my HVAC Products & Services Pricing Training Course. Hopefully, it will be available soon but in the meantime, prepare 3 to 4 options for each tonnage level and system type. Just like selecting gas at the gas pump... give them options. Good, Better, Best, Supreme. And if you're really good... give them options for each of those as well.
You need to study sales like you studied equipment your first couple years. Drown yourself in sales training. Role play. Not necessarily to sell things the customer doesn’t need. It’s to understand the psychology in every conversation and then you’ll notice those customers you were hesitant or scared to sell to were selling you every call on not selling them. Either you’re closing them on your company and the service you provide or they’re closing you on how they just want to limp it along one more year.
Excellent points!
How much do Comfort guys make? Avg deal & %? TIA
Average 8% of sale.... but there are guys making 150k+. That said, I question some of the integrity out there when the numbers get so high. Six figures is a good number for most good ones.
In Arizona as a hvac service/sales technician I make $180-$220 a year. 30% on repairs or what we call regular money and 8-12% on units depending on efficiency and profit margins.
@@Review-This And they earn every penny.... That's hot weather over there!
Hey Pete!
I don’t know if you remember me but my name is Shawn and I connected with you a few times over the years! I love you keep giving our green industry techs some education! I can testify from my own personal experience running a hvac company now deciding to return to larger, high volume hvac company! When I when on my own, it was exciting but when I looked at the numbers, I made on average $120k a yr back in 2015 as a service sales tech. I made maybe $20k to $40k more yearly but never had a day off!! So I am starting back with a big local company! I am challenging myself to see if this year I can beat my highest payed yr while I was self employed was $160k my company paid me. I bet, I clear $180,000 + next year! Thanks for all the great content buddy, keep ‘‘em coming! and I’m sure you will. This industry is no escape. When even after so many years of doing this, I still love what we do by selling air conditioning by, educating, educating, informing, and making honest beneficial suggestions that when presented the value properly we make $$$$$! Only if you do the work!!! If a tech just shows up to work everyday, he’ll make $60k a yr.
But tech that keeps refining his process on how he is running the call, he can make up to $200,000 a yr.! God bless you Mr Ramsey!
Shawn Goerndt
Former president of Fix My A/C inc.
San Antonio tx
Our selling techs make 8%- 9% and comfort advisors make 10-12% . Here in Bay Area California .
Makes sense