Going through the process of buying and getting installation of a central air conditioning unit, I have seen many different sales pitches and sales people and it is amazing what these guys do to not sell you an air conditioning system:
#11: Telling the customer how nice and cool his house on a hot summer day
#10: Telling the customer how expensive your service and your products are because you are the best company out there and everyone else will just sell you sh!t. I know you are expensive and that your services are recommended, but that is no reason to bad mouth your competition because there are other good companies out there that do not do this in front of a customer.
#9: Smelling out of your mouth like FREON 22
#8: Inflating prices because the customer can get a tax credit and you want some piece of that action, too. I am not stupid – it is easy to find out wholesale prices for anything you sell.
#7: Making promises you cannot keep. A full breaker panel is a full breaker panel and a sub panel has to be put in no matter how you talk around it.
#6: Inflate prices for addons or the possible installation of a sub panel.
#5: Inflating possible savings of more energy efficient AC units. Don’t you think a customer will do some research on the Internet eventually and discover your lies.
#4: Show up totally sweaty and look like a punk with no manners. I know that not every company has dedicated sales staff and that service technicians come out providing estimates. My 5 year old son who is playing 15 feet away from where we sit does not need to see your fat belly and your bad manners. I understand that you were fixing a dirty furnace just an hour ago, but still if that is what I can expect if I would buy from you …
#3: Contradict yourself during the sales talk with a customer. Yeah, I noticed that ….
#2: Forget what my requirements are. It’s not fun to correct you several times during a 30 minute conversation.
#1: After you took all the measurements and fed your computer with all the data (and saved it in front of my eyes) you are telling me that you have to come out again and want to give me your sales spiel just to provide me with a quote for a higher rated AC unit. You were able to present me with several options before and even made the same change I am asking for now by making 6 clicks. My house has not changed a bit since you were 2 days ago. Then you send me an offending email telling me how great your company is and what service I would receive and that this is the beginning of a wonderful friendship and that you will treat me like family, but at the bottom of the email you pretty much tell me to “P!ss off” if I do not buy what you either already quoted me or if I do not let you come out. FAIL!!!
Over the last week I had the “opportunity” to talk to several sales people and service technicians of different heating and cooling companies in my area. I am in the market to get central air conditioning installed. Above list represents my experience with these people. The winner was a) very polite, b) very knowledgeable, c) provided tons of information, d) had a great track record with the BBB and a local (honest) review website, and e) offered fair pricing. He was dressed properly, did not work with many sales tricks (if at all), and did not pressure us to get the sale.
I was not on the lookout for the cheapest offer or the fastest installation. I want something that works and has a good warranty. I also want a company I can trust and use as the service provider down the road. It’s amazing that some companies put so little effort in to get the order. It’s even more amazing how high some companies are flying – I guess pride comes before the fall. If you are selling any product, put yourself into your customer’s shoes and look at the list above – are you doing the same thing to your future customers or are you having a hard time converting a lead to sale?!
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