The Ins and Outs of HVAC Sales and Training
The facts: HVAC offers job security that is hard to come by these days. It can be incredibly lucrative. The HVAC market is steady, if not on the rise.
The problem? A career as a technician or in HVAC repairs is just not the path for you. You are a people person, you are convincing, you are driven, you are a wheeler and a dealer. You may not want to get your hands so dirty. Is there a place for you in the HVAC world?
Absolutely.
HVAC sales and consulting provides the same access to current HVAC trends and business that technicians enjoy, but is geared more toward customer service, pricing, and educating a client than the nitty-gritty mechanics of systems.
Some Things You Should Know Before Launching Your Career as HVAC Salesperson.
The Business
There are generally two categories of HVAC sales: residential and commercial, and they have drastic differences. Residential HVAC sales focuses on providing the best HVAC systems to home owners and builders, be it window-air conditioning units or central heating systems, and arranging for the installation and services of these products. Sales in the commercial sector provide consulting for the proper size and products for large-scale businesses such as warehouses and office buildings.
HVAC Sales Training: What You Need to Know
Residential and Small-Scale HVAC Operations
For those starting out, residential HVAC is easier to break into, especially without prior experience. Often, salary is determined by commission with leads that are provided by trade shows, advertising, and referrals from field technicians, as well as through your own efforts. Employers prefer someone with knowledge of HVAC service systems and accessories, but will train a candidate who shows the skills and personality necessary to be successful in sales, or has had sales experience in other markets.
Requirements
- High school diploma/GED
- A valid driver’s license and good driving record (traveling to clients or to trade shows is frequent)
- Basic computer skills
- Evening/weekend availability
- Ability to communicate clearly and concisely, both in writing and verbally
The Commercial Sector
A higher-level education and experience is necessary when working in the commercial sector. Most sales people will have had experience as technicians or HVAC mechanics, as an extensive knowledge of system functions is necessary to recommend products, size HVAC systems, and understand what the client needs. At this level, customers often require complicated combination HVAC systems (for example, both office heating and a refrigerated warehouse) and an advanced understanding of the mechanics of such systems is necessary.
Requirements
Technical certificate/Community College degree/equivalent experience in HVAC systems
The Sales Side
With a commission-based salary, being a good sales person is an absolute must. Enjoying working with clients, being driven and competitive, striving to close deals, and an utmost professional attitude should all be qualities that describe you. Efficiency in preparing contracts, budgeting, and presenting will be a standard part of the job. Be prepared to spend time both in the office and out making contacts or educating clients.
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