12.5 Technician Communication and Selling

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Technician Communication and Selling - Indoor Air Quality

So many technicians hear they need to sell more accessories or IAQ products, and it can be overwhelming for many in the field. In this section, learn about the FOCUS approach for working to educate homeowners regarding issues they may have in their home or total comfort system, and discuss the options as they relate to IAQ. By doing so, and focusing on the process within the service call, you can count on this improving your results — be you a technician or an owner who desires more opportunities for sales.

Selling IAQ, Part 1 - Technician Plan to Communication - Plan & Focus

Steve Mores, a recognized expert in IAQ, takes us through how a technician can use a plan to improve their ability to sell IAQ. This video describes the need to learn the technical aspects, but more importantly how these attributes transfer into the non-technical aspects of working with a homeowner. Steve walks us through the process of having a service call plan, how to communicate, and the ideas a company may want to use to create a selling presentation for technicians.

Run Time: 12:23

Selling IAQ, Part 2 - Technician Service Call Communications - IAQ Observations

In the second part of our video series on selling indoor air quality, Steve walks us through the questions and observations a technician should review and look for in a service call to properly communicate the IAQ issues/options in a home. Many technicians are fearful or skeptical of IAQ due to lack of understanding, awareness, or generally not being able to discuss the solutions comfortably. Join Steve as he walks us through the basics of how to discuss IAQ options with homeowners by asking questions, offering transition statements, and simplifying the nature of the home's problems and how they can create people problems -- and of course the solutions your company offers.

Run Time: 20:28

Technician Communication - Indoor Air Quality Selling Process

Learn from the best as Steve discusses the FOCUS selling and communication process for service technicians within a service call environment. We can all get better at the approach of discussing solutions, by being smarter and more versed on our diagnostic skills and timing. Steve takes a specific approach to helping your technicians and the company learn how to better serve the client and at the same time make some additional sales and earnings in the process.