EXEMPLIFYING EXCELLENCE in HVAC Sales: Profile of Comfortech Idol 2004

Thousands of conversations with salespeople have led me to the conclusion that the vast majority of them have a warped idea as to what sales and selling are all about. Comfortech Idol 2004, Michael Youngs, is the shining exception to that rule.

A few days after the competition, I was fortunate

The "Youngs" Way

You must be comfortable with what you're saying, which is why I follow my own standardized, systematic approach when running calls. I use rehearsed content consisting of specific questions to ask, responses to the most commonly asked questions, plus I consider all common sales objections.

My average sales call runs an hour to an hour-and-a-half. I arrive 15 to 20 minutes early to take a look at the neighborhood. I'm paying attention to:

* The age of the homes

* How many homes have window air conditioners?