>Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.

This will immediately separate you fro

When a potential customer asks what do you sell, do you tell them you sell Trane, Rheem, Lennox, Carrier or any of the other manufacturers equipment?

Do you sell equipment or do you sell your services? If you just sell equipment without putting the priority on service, you have a major problem.

Please, stop selling equipment!

I can hear you screaming, if I can’t sell equipment I will go out of business.

I didn’t say you couldn’t install equipment, I just want you to stop selling equipment.

Still don’t understand? Let me explain.

What is the first thing you do when someone calls your office or you are out on a sales call and someone asks you what kind of equipment you sell, what do you tell them?

99.99% of HVAC contractors tell them a particular brand (Trane, Rheem, Lennox, Armstrong etc).

Once you do this, the customer puts you in the same pile as all the other contractors who sell that particular brand of equipment, even the lowball seller.

You have set yourself up to be selling on price alone. And when you do, you will find that almost always the lowest price wins.

Ok! So what should I do?

Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.

This will immediately separate you from

problem.

Please, stop selling equipment!

I can hear you screaming, if I can’t sell equipment I will go out of business.

I didn’t say you couldn’t install equipment, I just want you to stop selling equipment.

Still don’t understand? Let me explain.

What is the first thing you do when someone calls your office or you are out on a sales call and someone asks you what kind of equipment you sell, what do you tell them?

99.99% of HVAC contractors tell them a particular brand (Trane, Rheem, Lennox, Armstrong etc).

Once you do this, the customer puts you in the same pile as all the other contractors who sell that particular brand of equipment, even the lowball seller.

You have set yourself up to be selling on price alone. And when you do, you will find that almost always the lowest price wins.

Ok! So what should I do?

Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.

This will immediately separate you fro

st thing you do when someone calls your office or you are out on a sales call and someone asks you what kind of equipment you sell, what do you tell them?

99.99% of HVAC contractors tell them a particular brand (Trane, Rheem, Lennox, Armstrong etc).

Once you do this, the customer puts you in the same pile as all the other contractors who sell that particular brand of equipment, even the lowball seller.

You have set yourself up to be selling on price alone. And when you do, you will find that almost always the lowest price wins.

Ok! So what should I do?

Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.

This will immediately separate you fro

uts you in the same pile as all the other contractors who sell that particular brand of equipment, even the lowball seller.

You have set yourself up to be selling on price alone. And when you do, you will find that almost always the lowest price wins.

Ok! So what should I do?

Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.

This will immediately separate you fro

>Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.

This will immediately separate you from all other contractors the prospect has contacted. Not only that but it also gets you into the home.

This way you can sell what you and your company can do for them and avoid the lowball price leader.

At one company I use to work for, I got my boss to start selling what we could do for the prospect and not what brand of equipment we sold. By the way we were a Lennox dealer, which is what we ended up selling to almost all the prospects, but if someone was hung up having a Carrier unit we would find someone to buy it from and give the client exactly what they wanted.

Once we started doing this we started making an extra $1000.00 to $1500.00 per job and had fewer complaints.