When it comes to HVAC replacement sales, there’s no shortage of opinion and advice about the best way to win the job. For decades, the conventional wisdom has centered around the “good-better-best” sales process.
There are certainly good reasons for the popularity of this technique — and we will explore some of those reasons below. But, sometimes there is much more to a sales strategy beyond the conventional industry wisdom.
Adapt your HVAC sales technique to your customers’ unique situation.
Let’s take a look at a few alternative ways to think about your sales techniques. Spoiler alert: you won’t hear us say, “This is the best way to sell!” We have worked with many successful HVAC contractors who have many different ways of closing sales.
Rather, our goal is to help you learn tips that you can apply in a variety of scenarios to help you grow your business.
Blame it on Beer
Selling by offering good-better-best options is not unique to HVAC. In fact, the concept gained popularity after an experiment conducted by an MIT professor who spent time at a bar in the Boston area.
Continue reading “Is “Good, Better, Best” Always…Best?”