What should I know about HVAC? Beginning a sales career in residential HVAC
This comment was posted to reddit on Apr 15, 2023 at 3:29 am and was deleted within 1 day, 2 hour(s) and 28 minutes.
What should I know about HVAC? Beginning a sales career in residential HVAC
I have been selling resi hvac for many years and have some basic tips.
commission only is the way to go, avoid salary or hourly pay, that only limits your income.
Always count how many supply vents and returns are in the home along with square footage. Note this on sales agreement or install notes.
Always take pictures of the furnace from floor all the way up to the top, including the flue vent coming out of the top or side of furnace. Also measure how wide the furnace is, how tall the furnace and coil are. Also take pics of the AC and if possible, the model tag. Text or upload these pics and measurements for install team. Your install manager may actually like you if you make this a habit.
Run into any of your installers at the gas station? Buy them their drinks and snacks for the day. Also, stop by one of your installs with pizzas and cold drinks at least once a week. These guys will save your ass if they feel that you appreciate them. Never forget that they work ten times harder than you for far less money. Treat them like family.
When in doubt, send pictures to install manager and then call him BEFORE selling the system. This can avoid mistakes that cost the company and you money.
Give customers three options. No more, no less. Seer13, seer14 seer17. This takes it out of a "yes or no" decision and into a "which one they want to buy" situation. 90% of the time they will choose the middle priced option.
Never fucking lie. Never.
Put notes into your calender app on your phone and set reminders. If customer says he wants to do AC next year, ask him when you should call him about that and enter it into your calendar app in front of the customer and say, ok, I'll call you next august 12th about that that new". Do this every day and you will have surprise follow up sales every day after six months.
Get to know and be very nice to the people who answer the phones and deal with customers. Buy them lunch at least once per quarter. You'll learn why after a while.
Every lead is gold. Every time you get into the front door, it probably cost the company owner at least $600 to get you in that door. And remember, making friends is a hell of alot more profitable than just selling.
Good luck. If you get two appointments per day, and are on commission , you should make 150K-200K per year. Don't spend it all, invest well.