Defense Wins Games, Offense Closes HVAC Sales

Defense Wins Games, Offense Closes HVAC Sales

When it comes to in-home selling, executing a solid offensive game plan is way better than being on defense. You know the drill, you follow the sales process step-by-step, you build rapport, you make a great presentation, and you’re feeling great, that is until the homeowner throws up an objection.

Everything you built up is quickly deflated, as the air rapidly goes out of your "sales." You’re in defense mode now, back pedaling, trying to “overcome object

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