The Conundrum of Selling HVAC to Couples

Selling HVAC services to couples can be a challenging task. Typically, one person will agree with the sales person, while the other will not be so easily convinced. And, to add insult to injury this is probably your residential demographic – couples, and couples with families.

To add insult to injury, this is probably your residential demographic–couples, and couples with families.

Selling strategically requires the intuitiveness to know the needs of both people, and using winning sales tactics to achieve a harmonious sale.

Spending Time with Both: It doesn't matter who's writing the check. Both have a say in whether solar energy or a maintenance agreement is right for their home. Spend time with the couple together and separately to assess individual needs. Come up with a plan that creates that both can agree on. There is no one-size-fits-all approach to selling to couples.

Try Convincing the Other: Selling strategically requires the intuitiveness to know the needs of both people, and using winning sales tactics to achieve a harmonious sale.

Understanding Genders: The way women make buying decisions is different than men. Understanding their buying preferences can do you a world of good. For example, women gather a lot of information, but not always in a chronological manner. You might be explaining air conditioners to them, but they'll suddenly ask you about programmable thermostats. Stay flexible, because women influence 85 percent of all consumer decisions.

Selling to couples doesn’t have to be a conundrum. Strategic selling requires careful listening, patients, and understanding the requirements and needs of your customers.

When communicating with a couple, it’s usually best to talk to both at once. Does that mean you should give up if you catch just one half of the couple at home (a “one-legger”)? In this short video, Dave Nichols, Training Manager at Lennox, talks about “selling to the one in front of you.”

Whether you’re new to the job, or have been at it for a while, HVAC sales can be challenging. We want to help you succeed. That’s why we offer these sales training courses, specially designed for HVAC sales professionals.

If you’re just getting started in HVAC sales, or want to sharpen your skills, give yourself an edge with this one-hour online training, Prepping for Successful Sales.

Are you using the LennoxPROs app to streamline your sales calls? From the Product Catalog and AHRI Residential Matchup Tool, to the Document Library, we’ve got the digital tools to help you sell.


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