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Residential HVAC Sales: 10-Step Checklist

1. Price for Profit: Set profitable prices for all products, labor, install materials, and services — so Comfort Consultants can focus on the customer during the sales call.
2. Qualify Leads: Never guess. Establish a short list of qualifying questions. Ask the same questions every time. Soon, you’ll learn which questions predict the call outcome.
3. Confirm Appointments: Time is money. Confirm the day before, the day of, and your ETA when on your way. Track calls completed, quotes, and wins.

4. Build Rapport: Establish trust. You need to “feel their pain” and establish yourself as a trusted comfort advisor. Provide the reasons why they should buy from your company.
5. Discover and Document Needs and Wants: Know the difference. Customers might need a furnace or AC, but they buy what they want — healthy indoor air, comfort, quiet, peace of mind, and lower utility bills.
6. Communicate Value: Don’t compete on price. Differentiate your company from
fly-by-night competitors with install quality, maintenance plans, service, and affordable financing. Don’t bother to show what the “box” looks like. To a consumer, they’re all the same. Differentiate based on what your company can do for the consumer.
7. Offer Choice: Never assume what a customer will purchase. Customers can surprise you. Many choose a high-end system once you explain the benefits of quality and the risk of a cheaper choice.
8. Close the Deal: Ask for the order. “Is there any reason we can’t move forward today?” is a typical soft close. Give the buyer time to accept or state an objection.

9. Win Pending Deals: Start every day with a prioritized to-do list. Follow up with deals by age — past 2 days, 7 days, or 30 days.
10. Track Results: Keep score. What gets measured gets managed. Review every call — won, lost, and pending — so you can improve your HVAC sales process over time.