When selling HVAC products and services, few technicians and sales reps ask the right questions about financing, if they even ask it at all, according to a recent article in HVAC Insider by John Harris, EnerBank executive VP of sales and marketing.
“Asking money-related questions in the right way is a skill that must be learned to succeed in business in general,” Harris wrote. “It rarely comes naturally. As with any job—whether a car mechanic, home remodeler, or contractor—an HVAC technician must look under the hood at the financing question issue and fix what’s not working.”
Harris outlined three common problems technicians/sales reps experience when asking about financing with some tips on how to fix them—and how to fix them.
For the full article, visit http://www.hvacinsider.com/national/bus-3-mistakes-your-reps-are-making-when-discussing-financing – and look for more articles from Harris as he continues to share tips and tricks for offering financing options to help your sales reps close the sale every time.
To learn more about how EnerBank’s private-label loan programs can provide dealers the tools they need to increase their sales…and yours, visit https://enerbank.com/sponsors#why