By Jose De La Portilla
Sometimes we forget that an HVAC system is just that – a complete system. Replacing one part rather than the whole is not the best option. It’s important to explain this to homeowners to make sure they get the best long-term outcome. Here are three compelling reasons they should replace the system:
The key to helping a customer understand the benefits of replacing a system instead of a unit is your knowledge level. In order to be successful you must have confidence in your expertise. By assertively explaining how the homeowner can benefit from optimal energy efficiency, guaranteed ratings, eligibility for federal rebates, and improved home comfort, you’ll be able to sell systems rather than units.
If your team needs help selling systems, our class Master $elling® for Comfort Advisors and Service Sales Excellence™ class for technicians will teach you proven techniques to sell HVAC systems without worrying about mismatched combinations. These classes will improve your knowledge of system selection and increase your confidence in the reason matching systems are so important.
Check out my videos on YouTube for more helpful HVAC tips and tricks to better your business.
Guest blogger Jose De La Portilla is the technical training manager at HVAC Learning Solutions.