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Become A Top Selling Salesman

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  1. Mentality Of A Top Salesman

  2. Waking Up In The Morning
  3. Driving To Work
  4. Being On Time
  5. Reading The Job History
  6. Pre-Screen Call Using Zillow
  7. Walking Up To The Home
  8. Mentality Quiz
    1 Quiz
  9. Sales & Estimate Process
    Why To Buy Today
  10. Setting The Stage
  11. Building Urgency Early
  12. Attic Inspection
  13. Measurements
  14. How To Use Presentation Book
  15. Going Over Options
  16. Step Financing Explained
  17. How To Reset The One Legger
  18. Selling Your Company
  19. How To Peak A Customers Interest
  20. Install Incentive Close
  21. Asking For Their Business
  22. Post Close
  23. Explaining A Single Stage Furnace
  24. Explaining A Single Stage AC System
  25. Explaining A Variable 2 Stage AC System
  26. Explaining A Variable Stage Furnace
  27. Sales & Estimate Quiz
    1 Quiz
  28. IAQ & Ducting
    Drawing Their Duct System
  29. Insulation Level Check
  30. Attic Inspection
  31. Duct Inspection
  32. Dampers Explained
  33. Greyflex Ducting
  34. Asbestos Ducting
  35. Mylar Ducting
  36. Explaining A UV Light
  37. IAQ & Duct Quiz
    1 Quiz
  38. How To Build Urgency
    4 Reasons To Replace Your Ducts
  39. Turning Over A System To A Salesman
  40. Turning Over A System To Yourself
  41. Shoulder Season
  42. Next Day Installation
  43. Creating Urgency With A Poor Condition Heat Exchanger
  44. Building Urgency Quiz
    1 Quiz
  45. MISC
    Inspecting Tubular Heat Exchanger
  46. Explaining Tubular Heat Exchanger
  47. Inspecting Serpentine Heat Exchanger
  48. Explaining Serpentine Heat Exchanger
  49. Inspecting Lennox Duracurve Heat Exchanger
  50. Explaining Clamshell Heat Exchanger
  51. Heating Sequence Of Operation
  52. Drawing A System
  53. Rat Check
  54. Ladder Drop Attic Access
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After we’ve engaged the customer with our initial questions and gained an understanding of their expectations, we transition to the discovery phase, which I prefer to call the measurement stage. This involves an interactive process where we invite the customer to participate, enhancing the experience and expediting the process. For instance, I find it beneficial to involve the customer by asking them to jot down measurements, a task facilitated by handing them my notepad.

The journey begins differently based on the house’s layout; for homes with horizontal units in the attic, we start in the backyard, whereas closet or basement units lead us to start there. Let’s take, for example, a unit located in a hallway closet. Upon examining the heating unit, my approach is to express genuine reactions to its condition, which sets the stage for instilling confidence right from the start.

Our methodology at Hero for installing furnaces and AC units in such locations is then discussed, with a focus on educating the customer comprehensively. Starting from the air return cleanup to the detailed installation process, every step is explained. For example, if a furnace lacks a filter rack, we discuss our solution of installing a metal platform and a filter rack, tailored to the homeowner’s choice, ensuring ease of access and maintenance.

The conversation also covers essential code upgrades and safety features, such as gas lines, sediment traps, and safety drain switches. Highlighting these details not only demonstrates our thoroughness but also subtly contrasts our service with competitors, potentially justifying a higher price for our comprehensive approach.

One unique strategy is to inspect the electrical panel before the condenser unit, checking for the correct wiring gauge. This step not only underscores our meticulous inspection process but also sets us apart from competitors who might overlook such details. By pointing out discrepancies or potential issues, we foster a sense of trust and reliability with the customer.

Discussing the size of the new condensing units is also crucial, ensuring the customer is aware of the space it will occupy. This openness prepares them for the changes and reinforces the value of our service by emphasizing the efficiency and performance benefits of modern units.

Throughout this process, the aim is to educate, involve, and reassure the customer, laying a solid foundation for a trustworthy relationship and a successful sale. By detailing our approach and the rationale behind it, we not only differentiate our service but also align closely with the customer’s needs and expectations, paving the way for a well-informed decision-making process.


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