This sea change is due to the fact that the increased energy savings experienced with 13-plus SEER equipment doesn't typically yield a compelling return on investment or payback scenario. That's especially the case when you consider that much of the cooling equipment already installed in the market from 12 to 15 years ago is 10 SEER or higher.
So, what are salespeople to do if they want to sell higher efficiency equipment today? The following approaches are some of the ideas I have seen salespeople use more frequently since January to help successfully win more higher-end sales: