The $8.64M Mindset That Transformed HVAC Sales: Lessons for Every Contractor

This article summarizes the key takeaways from the webinar, “The $8.64M Mindset That Transformed HVAC Sales | Lessons for Every Contractor” by The Successful Contractor.

Watch the full webinar here: The $8.64M Mindset That Transformed HVAC Sales | Lessons for Every Contractor

The Power of Being “First Sold” in Contractor Sales

The foundation of high-performance sales, particularly for HVAC contractors, begins with an internal shift: you must be sold on yourself and your potential before you can sell to a customer. The speaker, who sold $8.7 million in 2022, stresses that this self-conviction happens “between our ears”and is crucial for success.

Many contractors, including those in plumbingor electrical services, want to be successful and be an investor. However, the speaker cautions that they often miss the opportunity to first invest in themselves. If you want to be successful in any area, you have to first sell yourself on it. This concept is fundamental for trades business coaching.

Cultivating the Winning Mindset: The “Three Questions”

The speaker confessed to being embarrassed to say he dreaded knocking on a customer’s door every single time. To overcome this, he would show up early and give himself a pep talk. His strategy was to intentionally tell himself a story with a good, desirable, and ideal ending for his work.

To maintain this positive, forward-looking mentality, especially when facing the long hours and grind of being a home improvement contractoror running a contractor management servicesbusiness, the speaker and his teams ask themselves three key questions:

1. What if?

   • “What if I can sell to the middle?”

   • “What if I can make or buy any type?”

2. Why not?

   • Once the “What if” generates positive feelings, you then ask, “Why not?”

   • “Why not make a lasting impression on our customers or also have a great foundation for my sales?”

3. What now?

   • Once you determine that there is no reason not to, the final step is to “act on” it.

This process helps ensure the contractor is first sold on the training and their potential; then, it is a matter of investing in themselvesand implementing the necessary process. This is a core lesson for effective hvac business coaching.

A Daily Technique to Manifest Sales Success

To avoid external pressures and keep the focus on his goal, the speaker developed a daily mental exercise:

• Imagine Tomorrow’s Success: Instead of just looking at the previous day’s results and saying “this is the reality,” he would imagine what would happen tomorrow and make it a reality.

• Visualize the Numbers: Running an average of four calls a day, he would close his eyes and imagine closing all four sales.

  • He would visualize a $22,000 average per sale, resulting in over $80,000 worth of value delivered to the community.

• Plan the Celebration: He would think about how he would celebrate the success, even thinking about the sushi he’d order before he had breakfast.

• Establish Full Expectation: By living the success in his mind, he created the “full expectation that that’s going to happen”.

Delivering Value to Close the Deal

The self-sold mindset must translate into the customer interaction. The speaker shares an example of how he secured a sale even after the customer was hesitant. He believes that one of the two people in the sales interaction is going to convince the other, and his goal is to provide so much value that the customer “can’t help but buy”.

Key tactics for an effective sales call, valuable for any roofing businessor plumbing business:

• Active Listening and Engagement: He practiced deep listening, engagement, and even petted a dog he was allergic to to show he was there for the customer. This attention caused the customer’s “walls came tumbling down,” and she understood he was there for them.

• Clear Communication: He spent extra time communicating how the system works so the customer understood exactly what they were buying and investing in.

• Paint the Picture: He showed the customer what their life would be like as a result of having his customer solution.

• Offer Options: He gave the customer financing options.

By applying this value-driven approach, the customer in the example canceled her other estimates because she felt she was in the “right” hands.

For more insights into optimizing your sales and business processes, including contractor management software and HVAC business software, check out the full webinar: The $8.64M Mindset That Transformed HVAC Sales | Lessons for Every Contractor