| When a potential customer asks what do you sell, do | | | | lowest price wins. |
| you tell them you sell Trane, Rheem, Lennox, Carrier or | | | | Ok! So what should I do? |
| any of the other manufacturers equipment? | | | | Instead, you should tell the prospect that you sell |
| Do you sell equipment or do you sell your services? If | | | | whatever equipment is right for their home. And the |
| you just sell equipment without putting the priority on | | | | only way you can tell what is right for their home, is to |
| service, you have a major problem. | | | | do a survey of their needs by looking at their home, |
| Please, stop selling equipment! | | | | and asking them a few questions. |
| I can hear you screaming, if I can't sell equipment I will | | | | This will immediately separate you from all other |
| go out of business. | | | | contractors the prospect has contacted. Not only that |
| I didn't say you couldn't install equipment, I just want you | | | | but it also gets you into the home. |
| to stop selling equipment. | | | | This way you can sell what you and your company |
| Still don't understand? Let me explain. | | | | can do for them and avoid the lowball price leader. |
| What is the first thing you do when someone calls | | | | At one company I use to work for, I got my boss to |
| your office or you are out on a sales call and | | | | start selling what we could do for the prospect and |
| someone asks you what kind of equipment you sell, | | | | not what brand of equipment we sold. By the way we |
| what do you tell them? | | | | were a Lennox dealer, which is what we ended up |
| 99.99% of HVAC contractors tell them a particular | | | | selling to almost all the prospects, but if someone was |
| brand (Trane, Rheem, Lennox, Armstrong etc). | | | | hung up having a Carrier unit we would find someone |
| Once you do this, the customer puts you in the same | | | | to buy it from and give the client exactly what they |
| pile as all the other contractors who sell that particular | | | | wanted. |
| brand of equipment, even the lowball seller. | | | | Once we started doing this we started making an |
| You have set yourself up to be selling on price alone. | | | | extra $1000.00 to $1500.00 per job and had fewer |
| And when you do, you will find that almost always the | | | | complaints. |