There are three types of customers we come across in the HVAC industry. Value based customers want a great product, cheap customers want whatever option is the cheapest, and undecided customers can go either way depending on what is important to them.
The trick here is to influence the undecided customers into putting greater importance on value by being PERFECT in your sales process. There ARE occasions you can convince someone who always buys the cheap product to buy a more expensive system. The key is to be able to decipher between a smoke screen and a true, structural objection.
Watch the video below to get learn more about these three types of customers and find out how YOU could learn to be PERFECT in your sales process.