York's New Tool Shifts Selling to Consulting
“With the 13 SEER mandate, HVAC dealers must evolve from the traditional sales approach of using efficiency as their good, better, best toward a more consultative approach, identifying a homeowner’s desired home comfort benefits and matching those benefits with the appropriate HVAC system,” explained Mickey Smith, York brand manager for Johnson Controls.
The questionnaire will run from a dealer’s laptop, so it can be completed by the homeowner during an in-home sales or service call. Questions examine information about the house and the existing HVAC system, helping to identify homeowner needs. It also asks the homeowner to rate preferences for home comfort systems.
Additionally, an icon preceding many of the questions invites homeowners to view short movies that provide more information about the benefits of a specific home comfort topic.
“The York in-home selling tool reinforces our commitment to supporting independent dealers by providing them with the tools they need to be successful,” said Smith.
For more information, visit www.yorkupg.com.
Publication date: 03/26/2007