Hvac
Sales Assessment Results

"Your price is significantly higher than what we were expecting."

While it does always cost more than you want, you will find a high qaulity install paired with world class service to help keep you comfortable in your house

The response attempts to address the objection by emphasizing quality and service, which is a good approach in the HVAC industry where trust and reliability are critical. However, it lacks specifics that demonstrate value or justify the higher price point. The phrase 'cost more than you want' can come off as dismissive rather than empathetic, and there are grammatical issues that detract from professionalism (e.g., 'qaulity' should be 'quality'). Additionally, the response misses an opportunity to ask probing questions to better understand the customer's expectations or budget constraints. Overall, while the tone is friendly, it needs more substance and clarity to effectively handle the objection. Score: 4/10

"We just had a new HVAC system installed last year, so we don't need a new one right now."

While it is only a year old, you have experience a plethora of issues. Multiple service calls, failed parts, poor air flow and circulation, this current unit not only wasn’t installed correctly, it doesn’t fit the current application for the house. If you would like, we can do a whole home evaluation, look at what options might fit the space and find a reliable, comfortable solution for you space.

The response effectively addresses the objection by acknowledging that the current HVAC system is relatively new but highlights the issues the prospect has experienced. It maintains a professional tone appropriate for the HVAC industry and does well to communicate a solution-focused approach by offering a home evaluation. However, it could benefit from a bit more curiosity by asking if the prospect has specific concerns about their current system or if they would share their experience with it. Additionally, incorporating a closing technique, such as suggesting a specific time for the home evaluation, could enhance the response. Overall, it shows an understanding of the prospect's perspective and attempts to build rapport, although it could be more collaborative. Score: 7

"Can you explain why your system is more efficient than others on the market?"

More efficient than others? What other alternatives are you considering? There is a wide range of efficiency between different models. This specific model you are referring to is the most efficient model. The waterfurnace 7 series is almost 5 times more efficient than the most efficient forced air heatpump. For every $1 of energy you Put in, it produces $5 of energy out. This saves you money and makes your house much more comfortable and consistent. Would you like to get this installed tomorrow and start saving on those utilities asap?

The response does a decent job of addressing the concern about efficiency by providing a specific comparison to a well-known alternative (the forced air heat pump) and emphasizing the value proposition of the WaterFurnace 7 series. However, it lacks a more engaging and consultative approach by not directly addressing the prospect's question about efficiency differences in detail. Asking about the alternatives the prospect is considering is a good initial question, but it could lead to a more valuable conversation. The closing line could be softened to avoid coming off as too pushy, and instead, it could invite further discussion or questions. Overall, while the response contains good information, it could be more collaborative and solution-focused. Score: 7

"We have a long-standing relationship with another HVAC provider and are hesitant to switch."

I completely understand the hesitation. Often my Customers are in your exact shoes. What my other customers have found after getting a few estimates, is that we are a second generation locally owned family company. We pride ourselves in top tier service. When you called today, how quick was the response? Less than 10 minutes? Not bad right? You will find fast response times paired with the best install and service qaulity around. As you have gotten other estimates, have any been this thorough? As you have experienced today, full home evaluation including, windows, wall insulation, attic insulation, above grade and below grade square footage. We look at all the details to Make sure you get the perfect system for your house. When you choose to do business with us, you not only get fast reliable service but you also get to bless the local community through our profit on purpose initiative. This is where we give 5% of our top line revenue to local non profits in our area. In my Experience the people who don’t pick me The first time, often call me Back and say they wish they had selected our company to install in hindsight.

Your response effectively addresses the objection by empathizing with the prospect's loyalty to their current HVAC provider, which is a good start for building rapport. You highlight the strengths of your company, such as being a locally owned family business, fast response times, and a thorough evaluation process, which can demonstrate value. However, while you shared valuable information, the message could benefit from a more direct closing technique to guide the prospect toward considering your services. Additionally, you could ask more open-ended questions to encourage discovery and truly understand their needs and concerns. Overall, while you presented good points, there was room for improvement in engagement and closing. Score: 7

"The installation timeline seems too long for our current needs."

We pride ourselves with some Of fasted response times in the industry, would this afternoon work ok for you?

While the salesperson attempts to address the objection regarding the installation timeline by highlighting their fast response times, the response lacks specificity and fails to directly address the concern about the installation timeline being too long. The suggestion of meeting in the afternoon does not clarify how that relates to the installation timeline. Additionally, there is a typographical error ('fasted' instead of 'fastest'), which could undermine credibility. It would be more effective to acknowledge the prospect's concern directly and provide a clearer timeline or options to expedite the process. Asking follow-up questions to better understand the prospect's urgency would also show active listening and curiosity. Overall, the response needs improvement in clarity, relevance, and engagement.

"Are there any hidden fees or costs associated with your service?"

We quote everything up front and in detail to give you peace of Mind. You can rest assured that what we qoute is the total you Will pay. No surprises! Would tomorrow be a good day for installation?

The response effectively addresses the concern about hidden fees by clearly stating that everything is quoted up front and in detail. This provides reassurance to the prospect. The tone is friendly and professional, which is suitable for the HVAC industry. However, the closing technique could be improved by confirming that the prospect feels comfortable with the pricing before moving to schedule. A more solution-focused approach could involve asking if there's anything else they'd like to know about the service. Overall, the response is strong but could benefit from a little more probing for the prospect's understanding and comfort level.

"We need to prioritize other projects in our budget before considering HVAC upgrades."

Totally understand. What other projects are You Considering? While you called us originally for hvac, we also have a sister company that does a wide range of projects? If I could help you solve all of your projects and at the same time Saving you Money and achieving your budget, would that make you Happy?

The response acknowledges the prospect's objection, which is a positive start. However, it lacks effectiveness in addressing the specific concern about budget prioritization. Asking about other projects is good for discovery, but it could be more targeted to understand the prospect's needs better. The mention of a sister company is an interesting angle, but it's not clearly connected to how it directly benefits the HVAC upgrade conversation. The closing question is a bit awkward and lacks clarity; instead of asking if the prospect would be happy (which is vague), it would be more effective to ask if they would be open to discussing how your solutions can align with their budget constraints. Overall, the communication is somewhat clear but could use a more professional tone, especially in an HVAC context. Focus on building rapport and demonstrating value more effectively. Score: 4/10

"How do you handle warranty issues if they arise after installation?"

We have a best in the business warranty. With 10 years part and 10 Year labor warranty, you can rest easy. If you have any issues, you just reach out to our customer service line where they will schedule same Day response and get you all Set and covered under the warranty.

The response effectively addresses the concern about warranty issues by highlighting the extensive 10-year warranty on parts and labor, which is a strong selling point in the HVAC industry. However, it could improve by providing more details on how the customer service process works and any specific steps the customer would need to take if an issue arises. The communication is clear and positive, though it could have a slightly more personable touch to build rapport. While it offers a solution, it lacks a closing technique or a follow-up question to engage the prospect further. Overall, it acknowledges the concern but could delve deeper into customer experience and satisfaction. Score: 6/10 for being informative but missing a few key opportunities for engagement and detail.

"I need to consult with my team before making a decision on this investment."

Totally understand. If your team is like mine, you probably know them pretty well. What questions do you think would be important to them? What you will find with me is a full service professional. I would hate to ask you to do my Job. Why don’t we schedule a time where I can come Back and address the entire team, answer all of their questions and help find the best solution for your goals For this project.

Overall, the response does a decent job in addressing the objection by acknowledging the prospect's need to consult their team. However, it could be more effective. The initial question about what the team might find important is a good start, as it opens up a dialogue and shows curiosity. However, the transition to suggesting a follow-up meeting lacks clarity and might come off as slightly presumptuous. The mention of 'doing my job' could be interpreted as unprofessional or dismissive. Instead, it would be better to frame it in a way that emphasizes collaboration and support. The response could also benefit from a stronger closing technique, such as proposing specific dates for the follow-up meeting. Overall, the tone is friendly but could be more polished to better fit the professional HVAC industry. Score: 6/10

"What if we find a better deal with a competitor after we commit to your service?"

If you don’t mind me Asking, what are you hoping to Find with a competitor that we wouldn’t provide? Do you feel like our service is excellent but our price is a little high? In a Perfect world, where were you hoping to end up? I don’t know that we could get there with this brand, but we do have another option that would be closer to that price range with a second tier brand. It’s still a super high qaulity product and would have the same 10 year parts and labor warranty. Would that be a better fit for your specific goals?

Your response shows a solid understanding of the prospect's concerns, and you do well to ask clarifying questions to uncover their motivations. However, the opening of your response feels a bit awkward with the phrasing 'If you don’t mind me Asking'. Try being more direct and confident in your approach. Additionally, when you mention a second-tier brand, it might raise concerns about quality, so be sure to emphasize the value and reliability of that option to maintain trust. Overall, you effectively acknowledge the prospect's perspective and present a solution, but there's room for improvement in clarity and confidence. Score: 6