Words to avoid in HVAC sales

ContractingBusiness has put together a list of 22 words to avoid when ‘selling’ HVAC to a client as a contractor. Here’s a few tips on how to improve your selling game…

enterprise

If you are in a sales role and say something that generates negative or angry emotions, your job becomes harder. Improve your sales effectiveness by avoiding the following 22 words or phrases and use their substitutes instead.

  1. Avoid saying ‘contract’ instead use ‘agreement’ or ‘paperwork’. Here is our service agreement. Let’s complete the paperwork.
  1. Avoid saying ’buy’ instead use ’own’. Would you prefer to own this one or that one?
  1. Avoid saying ’sign’ instead use ’authorise’ or ’approve’. I just need to get your authorisation and we’re ready to go.
  1. Avoid saying, ’sign up’ instead use ’enrol’ or ’join’. Would you like to enrol in our service agreement programme?
  1. Avoid saying ’pitch’ instead use ’presentation’. I’d like to present the options.
  1. Avoid saying ’deal’ instead use ’special’ or ’special offer’. We have a special this month.
  1. Avoid saying ’salesperson’ instead use ’advisor’ or ’consultant’. Let me send a comfort advisor to look at it.
  1. Avoid saying ’problem’ instead use ’challenge’. There’s only one challenge we need to overcome.
  1. Avoid saying ’customer’ instead use ’client’. She’s one of our clients.
  1. Avoid saying ’prospect’ instead use ’prospective client’ or ’potential client’. We consider every one of your neighbours to be a potential client.
  1. Avoid saying ‘supplier’ instead use ‘partner”. I’ve ordered the part from our partner and we should have it later today.
  1. Avoid saying ‘sales call’ instead use ‘appointment’ or ‘meeting’. I’ve got three appointments today.
  1. Avoid saying ‘cheap’ instead use ‘affordable’. It’s our most affordable choice.
  1. Avoid saying ‘cost’ instead use ‘total’ or ‘total amount’. And, the total amount is only R150 000.
  1. Avoid saying ‘objection’ instead use ‘concern’. Do you have any other concerns?
  1. Avoid saying ‘no’ instead use the phrase, “here’s what we can do”. Can you give me a discount? Well, here’s what I can do…
  1. Avoid saying ‘afford’ instead use ’budget’. Is this more than your budget?
  1. Avoid saying ‘I don’t know’ instead use ‘Let me find out’. Hmm, that’s in interesting question. Let me find out the answer and get back with you.
  1. Avoid saying ‘HVAC’ instead say ‘air conditioning system’ or ‘comfort system’. I’m in the comfort business, which is another way of saying I’m in the air conditioning business.
  1. Avoid saying ‘SEER’, ‘EER’, ‘AFUE’ or ‘HSPF’ alone instead use ‘efficiency’ with them. The system efficiency is 18 SEER, which is 80% more efficient than your current system was, when it was new.
  1. Avoid saying ‘tons’ or ‘Btuh’ alone instead use ‘capacity’ with them. The system has a 3t capacity, which is generally sufficient for x amount of square metres.
  1. Avoid saying any manufacturer’s brand instead use your brand. It’s a MyCompany system. Until we complete the system installation, it’s just a collection of parts, made up of other parts. The parts are less important than what we do with them.

Source: www.contractingbusiness.com


 

 


RACA Readers promo 01

PRODUCT OF

IMD logo Whitesmall

Interact Media Defined (IMD), is one of South Africa’s leading multi-media magazine publishers READ MORE

PRIVACY & COOKIE POLICIES

Cookie policy
Privacy & Cookie policy
Privacy policy

Talk to us

JHB T : +27 (0) 11 579 4940
CPT T : 0861 727 663
E : admin@interactmedia.co.za

13A Riley Road, Bedfordview,
South Africa 2007

© Interact Media Defined