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one of the most common questions that I get asked from technicians is Scott how do I get better at selling parts and pieces is an important question I'm Scottsville I'm coming to your life for HVAC technicians sales secrets on a perfect day talk about sales on a perfect day to talk about you so here's the thing uh if you want to get really good at selling Parts if you want to get really good at selling Club memberships if you really want to get good at setting heating and air HVAC Tech set leads even ductwork or insulation there's a couple things that you have to know one there's got to be a commitment level from you and that commitment level says I'm willing to practice I'm willing to role play I'm willing to be corrected and somebody is going to help you with that it could be your boss it could be your manager it could be an outside coach or representative it could be somebody you work with so there's like four buckets of people that you can you can do this with and so the first rule here is to be patient if you do you are meeting with somebody if their system is broke if your air conditioner or they're heat pump their boiler is broke you're meeting with somebody on their worst day and you know they're trying to figure out how much is this going to cost because little Jimmy needs braces a little Becky needs school books and you know I gotta pay for soccer and cheerleader uniforms or my car just broke down and just so you know you got to get used to like it's never a good time uh I I can think of a lot of calls that I've ran on where it was never a good time so kids in trouble car broke down roof is leaking like we all have a lot of problems going on in life but you sometimes get to be a therapist and get to hear here's all the issues that I'm having with my life and here's all the issues that I'm having and here's all the problems so first and foremost you do have to be patient number two you don't want to go too deep your explanation to the homeowner is not meant to be the technical explanation that you would give an engineer it's meant to be three to five sentences really short to the point and realistically what you could do is you could script this out so that you say the same exact thing every time so you know where you're going to lose somebody and this is why you should join contact secrets.com because I'll share with you the goods that I'm not putting on YouTube and Facebook number three oh the time that you take is for your client not you can't worry about dispatch can't worry about the next call and I see technicians really screw this up a lot is they take their time going through the diagnostic they take their time looking at the air conditioner the furnace the air handler the boiler and then they speed up like they they go through 80 of the sales call uh appointment and uh you know I'm gonna take my time and then like towards the end they start talking faster they start interacting faster they start becoming pushy uh they start becoming demanding they are a different person walking in explaining the damage than they were going and having the door approach and having the conversation from the very beginning and and this is why it's really important for you to know what you're going to say so when I teach technicians I say okay if you're working off of a checklist you're gonna you're gonna put your damage in order of operation and you're going to be able to explain to the homeowner what's going on to the to the condo person to the apartment person whoever you're talking to okay so you want to have your list but at the same time you're not building a list like this gets confused a lot hey Scott I think I need to build a list of a ton of damage well you don't right in fact it freaks people out because like especially on a tune-up like if somebody's getting a tune-up annually and your company's been out there before you know you may have a capacitor fan motor contact or gas valve igniter whatever go bad but it's really tough for someone to swallow and I'm not saying it can't happen but it's really tough for someone to swallow and say where did all this damage come from if you guys have been coming out here and taking a look at it sometimes technicians out of fear don't want to tell a homeowner what's going on and sometimes it's like them just hitting a lottery and everything goes bad at one time you got to get good at being able to explain that hey I work with a really good group of guys or people or technicians and there are times where just everything goes and it was no fault of the technician in front of me it just happened to be that everything went and so the ability to say remain calm Under Pressure the ability to be able to answer questions once the pressure is put on you is one of those things that really is going to help you sell parts add-ons Android air quality duct work set leads for new systems but please remember to do the right thing big do the right thing there's plenty of money to be made in Heating and Air in every home trade you don't have to make things up there you go you got this we'll see you soon [Music]