HVAC Sales Training - Overcoming Objections

[@ronaldslazas8176]

I just came across your channel, and I'm so glad I did. I've always hated talking to customers because I never new what to say. Thank you for your help.

[@Success4others]

You're most welcome Ronald! Thank you for subscribing to our channel. We will continue to add videos and do what we can to be of contribution.

[@speakingtruths4215]

I love your stuff. It will be very helpful to me. I think a main thing you want to impart is offering choices throughout the presentation. It’s hard to offer an alternate choice/ choices at the end if you haven’t first discussed the alternate choices with the customer beforehand. If you stick with one option the entire time, it gives them the easy option of one no at the end. I you have three possible choices it’s much harder for the customer to give you three no’s, and (in fact though it is not your intention) makes them look silly. They requested you come out because they need a new system, and now they don’t like any of the three system options? Any salesperson going with one option and then trying to close at the end is only shooting themselves in the foot.

[@jasonleblanc1404]

Advanced tip regarding the avoidance of Yes or No questions that I have fun with. Absolutely, many times the customer will default to No (however not every Yes is good either). However, you can also reflect on your sales presentation and consider opportunities to rephrase a question(s) aiming to get a No, easiest thing for you prospect to say. I find them best when you’re narrowing down to a close.

[@mannycarrasquillo6910]

Hi Michael! I'm new to your page but I can honestly say that your topics and videos are right on point with the much needed info for so many industry professionals. You are truly a breath of fresh air. Have you done a training session on the topic of Technicians making the transition from employee to business owner/Entrepreneur?

[@Success4others]

Manuel Carrasquillo thank you. I have not done a video on that topic, but that offers a wide range of discussions. I’ll put some thought into it a shoot something shortly. If there is a specific point you would like me to cover, just let me know so I can be sure to cover it.

[@mannycarrasquillo6910]

Success4others Absolutely, Michael. Thank you.

[@wilsonwerks8256]

Great videos all of them, do you have any more targeting service techs and how to set more leads.

[@ProfessorDreGB]

I like this .Seems like good procedure. Thanks for the tips

[@allami1227]

What if they said “we want to check other companies because your are the frist one we meet??”

[@aske1602]

I think there is too much sales in HVAC and not enough value. The HVAC company I use now is great, but it took getting swindled on two previous occasions to find a great non-sales oriented HVAC company. The one time they did try to sell me something, I was open to hearing what they had to say because they treated me fairly in the past and not like some rube to be cheated.

[@wildman8601]

Dude I go to store just to look around and get exercise and to check out broads. I dont always walk into a store to buy stuff I just like to look and see what's new etc

[@ProfessorDreGB]

Who cares ?? What a stupid comment

[@Mo4Honesty]

​@@ProfessorDreGBI for one care. You must care enough to comment. But the previous comment is right. Not everyone enters a store to buy something. And that was directly covered in the video.

[@martinbinns6080]

Awesome brother !!

[@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 …

[@skykesler3539]

I came here looking for an answer to the exact issue you're experiencing!

[@adamatkins2145]

hello I've been watching your videos and find them very informative I was wondering more about your company and if you travel around and do seminars or how success for others work.

[@Success4others]

Yes of course Adam. Check out our website: www.success4others.com and feel free to contact me at anytime. my cell is: 602-515-3618

[@davescadden4968]

If you have great service and great products and you have a supportive management team you don't have this problem. The problem is mostly due to terrible management and their pricing is off the charts

[@mrcleanofhvac]

Thank you your amazing

[@gerabanval]

I am a tech for Rowland Air, some time I have a hard time selling maintenance agreements, what can I do about it my name is Gerardo

[@Success4others]

Gerardo, first there must always be a process that leads to predetermined results. Thorough and consistent. Study the calls you are successful at selling a maintenance, what exactly are you doing to get the customers engagement and belief in your maintenace. It always starts with your "software version". Do you believe that your maintenace program is the very beat value to your customers? Have you sold your maintenace agreement to your family, friends and neighbors? Sales is nothing more than a transfer of belief. Either you are successful at transferring your beliefs, or your customer is successful at transferring their beliefs to you. What are the biggest benefits to you program? Why should every customer invest in a maintenace plan? Price or discounts should NOT be the answer (more of a cherry on top). How easy are you making it for customers to purchase? Can they pay monthly or do they have to pay on full? Hope thos helped in some way Gerardo and please let everyone at Rowland know I said "Go forth and be profitable!"

[@royruiz9541]

that's to easy

[@royruiz9541]

show them the value, its more then a maintenance were on your Team.

[@allami1227]

Love it👍

[@TheSalwantoma75]

I need M&M and thats mean more money lol thanks for good tips

[@DanLoFat]

put the pen down sit back and don't say a word, which of course is the premise of the sales metaphor of David mamet's Glengarry Glen Ross.

[@TheTommyboy63]

This guy needs a sip of water, or something!