The Fast Track to Selling Value, Not Price

There’s a lot of talk in the industry about selling value, not price. Why? Because selling on price doesn’t allow your customer to see all the financial options available to them today. With your expertise and knowledge, you can bring a better solution to your customers’ comfort problem that may not have been available to them in the past.

It is important to keep in mind that most HVAC purchases are unplanned events for customers, and most don’t have savings put away to pay for this type of high-ticket emergency.

If you’re able to better understand your customers’ goals, including what they can afford, you can put together financial solutions that can best fit a variety of budgets.

So when a prospective customer asks, “What’s it going to cost?” you must think about how to ask smarter questions. This way, you will be able to show your customers different financial solutions that will better solve their comfort problem.

To provide this solutions effectively, you need to make it easy for the customer to compare various project levels and financing plans.

Credit for Comfort is designed to help you make your customer’s best choice affordable. With it, you can instantly display financing options that include a total solution and present clear options to the customers. Now, the customer can see that a complete solution to their comfort remains affordable. In other words, it’s a great value.

The app is ideal for any sales proposals where you allow the customer to compare between Good-Better-Best & Fantastic options, alongside options for financing each job. This can help illustrate to the customer that the next tier of comfort is attainable for them if it falls within their monthly budget. Remember, you are talking their home, their health and their pocketbook. It’s worth at least considering the next tiered option.

Keep in mind that, whenever possible, GreenSky® Program [1] approves for more and, with the large selection of payment plans available, customers have many opportunities to afford the very best system you can provide. Selling value is one of many ways financing can help grow your business and delight your customers.

[1] GreenSky® Program is a program name for certain consumer credit plans extended by participating lenders to borrowers for the purchase of goods and/or services from participating merchants. Participating lenders are federally insured, equal opportunity lender banks. GreenSky® is a registered trademark of GreenSky, LLC. GreenSky Servicing, LLC services the loans on behalf of participating lenders. NMLS #1416362

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