HVAC Sales Process w/Jason Walker

[@HookAgency]

If you enjoyed this video - check out our mini-documentary with Jason Walker "How to Start an HVAC Company" here: kzbin.info/www/bejne/oIuupnmsqq-SpZY

[@Brentatious]

I’ve been a comfort advisor for almost 10 years. I’d show up before the owners, receive equipment and stage it for the install crews, work on vacation, weekends, trade shows, local events etc. I chose and continue choosing to work long after the hourly guys punch out and go home. They may complain, but they aren’t willing to learn sales or in many cases work for free. That free work brings in leads, which brings in money. Keep up the good work and spreading education.

[@HookAgency]

Thank you so much!

[@JacobsNews]

You're a Salesman😂 don't put yourself on a pedestal the best comforter advisor I've ever seen had no idea how an air conditioner worked probably like yourself 😂

[@HavendaleBlvd80]

​@@JacobsNews a good salesman can keep an entire company busy.

[@JacobsNews]

@@HavendaleBlvd80 15 years ago I didn't like salesman because customers tipped at almost every house today I love salesman because customers look at us like we're the lowest life form. The pandemic really showed white collar that we are basically nothing.

[@BigDaddyCabbage]

Love this man, currently starting up a company with my roommate and I’m learning a lot of sales and service, still a lot to learn haha we do very good work install wise so we’ve got that down, gonna be a slow process but I appreciate the video keep it up I’m glad things worked out for you guys.

[@thomascanfield7156]

Keep in mind, If you can’t sell, you teach.

[@HookAgency]

Maybe. What do you sell Thomas?

[@justinbowden6382]

Thomas you are 100% correct. Ask Jason to submit his official sales numbers provided by the company he worked for. This is not the person to learn from.

[@zacharyroberts2568]

I used to think the same exact way until I met guys that were selling techs that were also trainers. I think a lot of the time companies do hire trainers that know bookwork, but don’t know practical or haven’t dealt with practical in a very long time. Some of the best sales people I’ve ever met have been trainers and continue doing both. They even go on ride alongs with technicians and sales reps to make them better. I think it’s just a matter of a company not hiring the right people which has skewed your thought process.

[@marytracy2904]

This is really good! So valuable. I love the thought of starting at the table.

[@HookAgency]

Thank you Mary 🙌🙌🙌

[@CalebErosa]

This is all great stuff and I love that you mention how you’re gonna separate yourself… but don’t be naive to believe that the David Sandler 7-step selling system is unique. When I walk in and my customer asks “do you want to go to the kitchen table first?” I know for a fact they had other companies out and they ran them through the same process. It’s great when you’re the first out, but if youre the 5th estimate you’ve gotta differentiate yourself even more because they’ve already seen 4 sales models that were likely very similar, probably even had the same lines or scripts.

[@Cummata]

So then you have a 20% chance of getting the job? Or are you confident enough to think this job is mine?

[@mikephelps7421]

Can you do a video on Field Rocket? It is supposed to automatically market your business as you schedule and complete work. A business owner I met is starting to use it and I a am looking for content on it. Organic leads not paid crap from angis

[@WhaleDoneSprinklersTX]

Great stuff! 👊🏾

[@HookAgency]

🙌🙌 thank you!!!

[@hvacveteran]

Hey I have a very unique question, I have been trying to find the answer but see nothing online about it. The question is what can a sales person do himself to generate extra leads when working for a company that is not giving enough qualified leads on a weekly basis? I’m very good at sales and have about 20 years in the trade, Quitting is off the table, my closing percentage is also in the 50 to 70 % however I’m only getting out to 5-8 calls a week due to horrible marketing and a service team that doesn’t produce many tech leads…replacing them is also not an option so i just want to take matters into my own hands and do some sort of marketing or lead generation of my own that can get me an extra 3-10 appointments per week consistently. What advice would you give. I’m just starting to learn about social media as i am in my 40s and never really used it or wanted to use it. Also the company is on their 5th lead generation company in the past 3 years that is not working and they don't want fire and try a 6th …

[@justinbowden6382]

That’s incorrect. The company Jason worked for the CA’s were arriving at the office at 7:00am every morning for training. Jason was released from his CA position was because his sales were not meeting the goals that were set.

[@tyguy367]

Were you apart of the company? I’m just curious as to how he became so successful if it wasn’t through being a comfort advisor

[@2921hj]

Airtime, I see you.

[@justinbowden6382]

He also says the company never heard of a $2 million Comfort Advisor. Anyone in the industry knows this is not a difficult number to reach. That company he was with had three salesmen hitting $2 million + per year and Jason never hit those numbers. If I remember correctly he capped out at $800k which was why he was let go.

[@Cummata]

How do you know this?

[@daphnefaitala6671]

I wish he just gave an example of each step… “you gotta build that relationship….” How do you do that? Lpl

[@zbdsgvb]

Build a relationship with them first, before just checking their house... go to the table and talk things through first... talk about how you are different HVAC businesses ... give multiple options to the homeowner... DNWA

[@JavierReyes-bp8vn]

Monster 🤑

[@MrMockingbrd]

Mobile is one of the biggest cities in the state.

[@mattno9834]

Fix your sound at least the constant popping is insane

[@themaintguy9366]

This isn’t anything new. This is the airtime 500 process from 20 years ago. I was expecting something better.

[@justinbowden6382]

You are butchering what we were both taught in the meetings we both attended on those 7 steps man. My wife is laughing listening to this as you butcher it.

[@HookAgency]

Is there a reason you’re so angry? I’ve shadowed Jason’s training and watched as people grew, were challenged and hit massive goals. I’ve watched the ceo say Jason helped him reach goals he has. If you’re upset with him, talk to him to his face, don’t come troll him as he markets a business that’s helping people. Why be a hater when you could just enjoy your day and move on

[@SLZRconducting]

What are the 7 Stages?

[@justinbowden6382]

Because he’s stealing a process that we were both taught at the same company and he’s butchering the process so it’s incomplete training as what he’s giving. He was a very poor salesman the numbers he is saying he had. He has no proof of because they don’t exist. The guy couldn’t even hang in our company because his draw was more than his commissions. That’s why I’m upset because I know this guy work firsthand. He was a bust as a salesman and you claim he does well training however I’m watching the training and it’s nowhere near what it should be because he’s butchering what we were taught so people are learning from him are only getting half the information they would if they train from the people we learned from

[@SLZRconducting]

@@justinbowden6382 where did you learn from? I’m in sales and want to improve

[@mv7212]

@@justinbowden6382 stealing a process…irrelevant. If you think he’s doing a disservice then why don’t you step up and show all of us why? If you have knowledge that can benefit small hvac companies or struggling CAs why won’t you get out there and do something about it? From my perspective you are an armchair QB making all kinds of claims. Would you like to compare your numbers to mine? Pick your best 3 years and I’ll do my past 3. 05/21-05/24. This should be interesting and I’m curious to see what wild accusations you will make when I disclose mine. 😂😂😂 I support Jason’s efforts to help people who are struggling. Sales is not easy nor something you can learn in a book. Again, I dare you to do better. Your ignorance is inspiring to respond and counter your comments. My numbers are real and documented. my company even has my name hanging in the training room for the $1M months I’ve done. what have you done besides run your mouth?