Speak in Benefits When Selling Equipment

People aim to purchase products with the most benefits they can afford. When presenting equipment to a homeowner, make sure to present at least 3-4 system choices. Present and speak in a way that benefits are the center of attention. Do not get off track discussing features and terminology that the consumer will not understand. Unloading scrolls and inverters may be second nature to us, but they are not for the average homeowner. Please pay attention to the terms you use, so it makes sense to the homeowner. For example, a better way to say “variable speed” is “variable airflow.” Inverters and two-stage systems are better conveyed utilizing terminology of variable capacity. Overall, homeowners are more inclined to buy a system above their price range if the benefits are deemed valuable.

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Desert Diamond Mechanical

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All Temp Chicagoland

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