Back to Training

Become A Top Selling Salesman

0% Complete
0/0 Steps
  1. Mentality Of A Top Salesman

    Intro
  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
Video 43 of 54
In Progress

Creating Urgency With A Poor Condition Heat Exchanger

Alright, team, in this segment, I’ll discuss how to create urgency without waiting for a complete heat exchanger compromise. From my experience, about 9 out of 10 heaters I sell aren’t due to a cracked heat exchanger, but rather because the heat exchanger is on the verge of cracking or in poor condition. Thermal stress points, those prominent dark marks you’ll notice on the heater, signify areas where the heat exchanger is overheating, indicating potential failure points. It’s crucial to convey this to customers and emphasize the importance of proactive rather than reactive measures regarding the heat exchanger.

Let’s pinpoint these thermal stress points, shall we? Mr. Smith, these are the areas on the heater experiencing overheating, and what happens when metal overheats? It expands and contracts, akin to repeatedly bending a safety pin until it eventually snaps. Based on my assessment, Mrs. Smith, the condition of this heat exchanger makes it impractical to continue operating. We’re at a critical juncture here. When a heat exchanger fails, it doesn’t necessarily trigger alarms; it typically starts with a crack that gradually worsens over time, becoming a significant issue.

Now, Mrs. Smith, observe these tubes beginning to overheat and the array of issues present here. We face a choice: proactive or reactive? I often liken it to preparing for a winter trip with bald tires on your car. Sure, you can proceed, but there’s a looming risk of a breakdown during the journey—similar to the heat exchanger scenario. Like identifying bald spots on tires, we can either leave things as they are or take proactive steps to address them. If it were my home, I’d opt for proactivity over reactivity in such a situation.

It’s crucial to explain how these conditions arise, too. We don’t want customers merely replacing the heat exchanger without understanding the underlying causes. Mrs. Smith, thermal stress points typically stem from several factors, such as undersized air returns, recurring filter clogs due to improper sizing, potential indoor air quality issues, or a clogged evaporator coil. It could also be due to undersized ductwork for the heating system. Often, people overlook updating the ducting when installing a new heating system, leading to static pressure issues that impact the heat exchanger.

When communicating with the customer, it’s essential to tie all these factors together. Suppose I’m dealing with a 20-year-old heater displaying significant thermal stress points, dirty blower motors, and clogged coils. In that case, I’d emphasize that it’s not just an isolated problem—it’s a symptom of a larger issue at hand.

That’s how I’d explain thermal stress points to a customer, emphasizing the urgency of addressing the underlying issues rather than merely treating the surface symptoms.

Responses

Your email address will not be published. Required fields are marked *