Why I Hate HVAC Sales So Much
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- Опубликовано: 2 авг 2024
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I agree with you completely. I have been let go from companies due to low sales. I am a tech, not a salesman. I like to sleep peacefully at night not toss and turn due to a guilty conscious
I do everything at my business, including sales. But, I only offer a product someone needs or asks for. No pressure whatsoever. If I offer new equipment, it is almost always accompanied with a quote to repair. Plus, I almost never close on the same day. Yet I close on over 90% of my offers. High Pressure backfires
I completely agree with this, and I'll add the honesty also brings in more business just from word of mouth.
I would like to get you on the show if your willing HVAC Guy. My email is hvacshoptalk@gmail.com
Love your videos
Doesn't have to be this way. I make plenty of sales selling only things that people will directly benefit from in the short term like a coil clean, water safety, starts, better filters etc.
When it comes to selling systems I don't see anything wrong with pitching a new unit on a 15-20 year old unit as long as you're not being a scumbag about it and making very clear all their options.
I agree 💯. It is not moral. ‘Giving options’ is their buzzwords for manipulation. ‘Overcoming objections’ makes me sick, I don’t even care if someone doesn’t want a changeout, etc…I’ll limp their system along as long as they want to.
I’m with you high pressure sales are crap
If they’re not ready book a follow up to present.
That sales sucks. I’m in hvac I give the basic repair option to get the unit up and running followed by second option repair with some cleaning condenser/evap and or blower wheel. Option 3 depending on any concerns client has noise/high energy bills or comfort then I’ll bring up replacement. At the end of the day client decides what they want haven’t gotten bad feed back only 1 client complained saying he wish he would have got a new unit when I came out a few months later for a different issue. Lucky I showed him copies of my options from before and he was ok with it now. I believe if you give options based around the clients wants and needs you can’t go wrong. Last summer a client just got brand new solar with battery storage to go off grid unit was 6 years old bad dual cap. But after talking to him about heat pumps and interter technology he ended buying a new system also got him a heat pump water heater.
Sometimes you just need time to think it over to make the right decision. You should never be pressured. The right product at a fair price is a easy sale.
Any salesman that even starts to pressure me gets cut-off fast. If the individual persists, then we’re done right there. C
Once I went to one of those time-share sales things in the Caribbean. When the sat us down at the end my reply to any pressure was "This is the first one I have seen, how can I decide without seeing others to compare?"
Good video. Morals are more important! Don’t pressure people
I used to be a professional buyer and have seen it all.
I’ve just started staying “it depends how the deal looks”
If I needed it, it’s priced right, and it can be done timely I’ll consider it IF I trust you.
But the deal has to solve my problem regardless if I trust you or not
Good stuff
I get it totally, I work for a very large hvac company that has dedicated salesman and for every lead we turn over we get 3% and the company has no interest in parts or small repair it's all about percentages of 10+ units being moved to sales
I love telling pushy sales people no. It makes me feel good. Sometimes in the middle of there bullshit , I’ll just start to laugh and say ,”yea i went to that sales class too”.
If the unit can be fixed for cheaper than a replacement, and it makes sense, we fix it. Unless a customer ask for a new unit. I know some companies are more sales motivated than service
Simply put just genuinely try to help customers AND your company. There is a place where these two align that doesn’t require unethical decisions. The answers are always simple for complex problems if you really know what your doing. Don’t let your give a damn for your customers get broken!
I’d love to talk to you about my sales approach. I really enjoy selling now.
Agreed 100%
Sales can be a great experience if you have a soul.
My wife alwas says I go from zero to a hole with salesmen in a short amount of time. When I was younger, I worked as a technician, following salesmen and trying to bail out the company reputation after their promises. I have no use for sales people.
Yup
I cant sell for shit. I just do immaculate installs and my best to do a quick/correcg diagnoses on broken stuff. I am looking to focus on light commercial/industrial.
agreed
That is exactly why I don’t want to be saleswoman either. I rather sell a product I believe in, but even then I don’t want to pressure someone to buy something I believe in. Either you want it or you don’t, either way is fine with me. But to pressure someone and make them feel guilty for not buying the product, no, I just can’t do that.
That’s a popular one, Z.
Cognitive Dissonance. Leveraging what you said against you.
When I shifted to sales, I trained myself and came up with the approach I use now. I don’t live there, I’m not married to them, and that means I can’t make decisions for them.
I CAN give them as much info as they need and help them make a good decision without trying to be crafty and make them make a decision right there unless it’s their idea.
You used to do alot more videos likecthis, youvshould do more 👍
Yes sir! Going do some
Sales people from a few of the bigger companies here in central NJ.
Salesman: You need a new system.
Customer: Really? How much?
Salesman: $25,000
Customer: $25,000! Really???!!!
Salesman: Yes, and that's after our 20% discount special which is ending tomorrow.
Customer: Do you take credit cards?
Salesman: Yes, but there's a 3% upcharge.
Customer: Okay.
People really buy into that?
You can always go back to being a helper.
You have to include that no is a perfectly fine answer. No hard feelings.
I see you have seen the video
Build a reputation of great service and your real customers will buy from when the time comes. These customers want you to make a living and pay an honest price when the time comes.
The problem comes in with the honest price part.
Companies need to grow slow. Manage cost and overhead. Pay the employees a good hourly wage and benefits package. Invest time and training into good techs. I almost never buy new vehicles off the lot due to the sales/finance side of the business. If an HVAC company comes off that way I guarantee they will not be back at my door.
Don't lie, you didn't cover this live on the show cause you didn't want to be put on the spot about putting people on the spot 😄.
Knowledge and integrity are far better sales tools than this crap. I've never sold a new HVAC system in my life but somehow I am putting them in weekly.
You learn to say "no", and dump the large HVAC company and use a small business to "fix" your HVAC.
Sounds like some Weldon Long tactics. Not my jam. I prefer being honest and acting as more of a consultant than a salesman.
This shit never works half the time anyway
When your sales trainer is a former Prison Imate, has a good sad sap story about being raped in jail and is now a National sales trainer. That guy and his process is what gives sales people a bad rap. By the way that process is called cognitive dissonance.
The description on the video is deceiving, click bait, I no longer trust your videos. Bad for sales! How about this is what I don’t like about a particular sales tactic as a title?
I can also tell that you hate sales by looking at your video room. Oh, your beard too. You're a pretty messy dude. I would not take advice from someone who looks like this or doesn't present themselves as a professional. Also, if you were paid by commission to do these videos I am sure you would care more about how you look and how your garage looks. or if you are, I am sure you could make more if you would tighten up. Oh also, you would probably ask, after this video will I have an opportunity to get paid? After spending 2-3 hours on a consultation, dont you deserve the right to know if this customer is comfortable making a decision today? If you were paid 100% commission you would also ask if today is the right day to look at purchasing a new system. Most Comfort Advisors/Consultants are not paid by the hour, as a matter of fact, they are paid $0.00. So why wouldn't you put yourself in the best position to make a sale? If tonight is not the best time, lets reschedule to when you do think you are going to be ready to purchase. Its easy to sit there and make it a moral dilemma for yourself when you are probably not a top producer. Easy to make excuses. OH I HATE HVAC SALES... Really? Then if it wasn't for something being sold, what would you work on there buddy? When in fact you can ask the simple question of "After I spend my time providing you all the information needed to make an informed decision, Do you think you would be able to give me a yes or no tonight?" Is that so bad? Is it so bad to find out the intention of the buyer? As a matter of fact, in the intention statement you are supposed to say, "No is a perfectly acceptable answer" So is it so morally bad? You people that bash sales... when will you learn it takes, Sales, Service and Installers to make a great living. There isn't one with out the other. NOW go be a professional.
Lol funny you had to insult this guys workplace and appearance. I guess working sales you’ve never seen how a real shop looks. I work union commercial HVAC/R in New York, we have absolutely no sales people in our company. Real hvac guys look down on sales people they are the rats of the industry. Only people who work residential think that salespeople are needed in a business