Thank you for another great video. In my experience, getting the customer to be willing to learn when they’re getting multiple quotes is the hard part. Ex: 3 other companies already came in and told them they could swap out the 3 ton unit with a 3 ton unit for $7k and everything will go great. Then I come in and tell them that we need to increase the return size, change out all of or a couple ducts and downsize to a 2 ton in order for things to operate correctly. Some of them are so happy to learn the why behind it and some are just dismissive because in their mind you’re just trying sell them extra things that the 3 previous professionals all didn’t find necessary. It can be difficult to compete when the customer isn’t open to learning. As a salesperson you need to maintain a high close percentage while also delivering quality installs to all your customers. Doing both can be challenging at times. Thank you for educating more techs on how to do changeouts the right way.
A follow up video for sales process in commercial would be cool. Ductwork is an issue in a lot of light commercial applications but customers have a hard time being receptive to it due to after hour fees and customers being in business etc that commercial customers have to face.
Thank you for all the information!
Thank you for another great video. In my experience, getting the customer to be willing to learn when they’re getting multiple quotes is the hard part. Ex: 3 other companies already came in and told them they could swap out the 3 ton unit with a 3 ton unit for $7k and everything will go great. Then I come in and tell them that we need to increase the return size, change out all of or a couple ducts and downsize to a 2 ton in order for things to operate correctly. Some of them are so happy to learn the why behind it and some are just dismissive because in their mind you’re just trying sell them extra things that the 3 previous professionals all didn’t find necessary. It can be difficult to compete when the customer isn’t open to learning. As a salesperson you need to maintain a high close percentage while also delivering quality installs to all your customers. Doing both can be challenging at times. Thank you for educating more techs on how to do changeouts the right way.
A follow up video for sales process in commercial would be cool. Ductwork is an issue in a lot of light commercial applications but customers have a hard time being receptive to it due to after hour fees and customers being in business etc that commercial customers have to face.