Having a hard time turning that "no" customer into a "yes" customer? Take these considerations to heart and remember, a "no" means that a yes is still possible - just harder to get. While experienced sales techs already know this, this information could change the attitude of people newer to the game. Print this out for your office and get the answer you want in no time.
Curiosity over persistence
They've told you no. So, why? Ask. You can use this opportunity to show your well-rounded knowledge for the HVAC industry. It's a way to respect their answer, while still proving they may not understand the full situation. Your curiosity could turn the conversation. Listen to your customer to learn about them.
Knowledge over attitude
Knowledge is power. You have it - so use it. Many times a customer says no just because you haven't had the proper chance to explain why "yes" is actually a decision with their best interest in mind. Make sure you're up to date on your training so you are ready for any type of question that comes your way.
Whatever you do, do your best to move the conversation along, and in a positive tone. Always give them an opportunity to say yes, which will, in turn, give you the opportunity to succeed.
How do you turn "no" into "yes"? Tweet me your HVAC sales tips at @HVACLearning