In most industries, good salespeople are worth their weights in gold. The same is true in HVAC, where comfort consultants are often tasked with converting regular service or maintenance calls into replacement furnace sales. This can be a difficult job, as homeowners can be a demanding (and skeptical) bunch, and educating them about their various options can be time-consuming.
This is especially true of high-end furnaces, which feature an array of benefits and options that may take a while to explain and understand. But, gifted consultants know how to provide homeowners with just the right amount of information so homeowners feel comfortable with their purchase of a more expensive furnace.