Last week we discussed how to connect with your customer by mirroring their communication style. Doing this gives your customers the clarity they need to buy from you and improve their experience with your HVAC shop.

Remember: your job isn’t to sell on an HVAC sales call: it’s to connect and diagnose, with “connecting” being job #1.

However, communicating like your customer is only half of the battle in HVAC sales. Your second job is to diagnose.  So now that you know how to connect with any homeowner on an HVAC sales call, I want to talk to you about how to accurately diagnose the problem on a sales call and, most importantly, help you understand why this is so important.

Let’s get to it.