HVAC sales is a growing field divided into residential and commercial customers. Entry-level sales positions for HVAC installation companies are common, and computer skills are important. Technical training is required for commercial sales, and reputation is crucial in the small HVAC community.
HVAC sales is a lucrative field and is typically divided into two customer groups: residential and commercial. The term HVAC is used to describe the major equipment in the heating, ventilation and air conditioning (HVAC) product category. This field has undergone major changes over the past 20 years and is predicted to grow above average over the next decade, partially due to the impact of global climate change.
Most people start home HVAC sales through an entry-level sales position for an HVAC installation company. These companies focus on selling the equipment and providing installation services. Residential product customers are homeowners or homebuilders. Unit size and price vary depending on user requirements. For example, many companies sell small window-sized air conditioning units, knowing that the customer will return for a complete HVAC unit in the future.
In the commercial sector, most HVAC sales teams have received some technical training, such as an HVAC mechanic or repair technician. This level of education is required to properly size the HVAC system, recommend products, and understand user needs and issues. For example, determining the appropriately sized HVAC system for a warehouse and office combined with a freezer section requires an advanced understanding of the mechanics behind such a system.
Computer skills are very important in HVAC sales. At a minimum, all applicants must have at least an intermediate level of skill with office productivity products. Tracking contacts, sales activity, and forecasting is critical in this role. In addition, anyone working in commercial HVAC sales needs to be able to create quotes, submit written proposals, and review customer specifications and vendor product offerings.
During the job interview process, take the time to prepare for the interview. Think of a list of standard interview questions and prepare your answers in advance. Do a mock interview with a friend or family member before the interview. Practice listening carefully to the question and formulating a precise and direct answer. HVAC units don’t come cheap, and customers appreciate a straightforward approach and communication style for this type of purchase.
The HVAC community is quite small and reputation is important. Build a reputation as a team player who consistently puts in the best effort. Work with other sales staff, as well as the administrative and service departments, to provide the best possible customer service. This is the most effective way to be successful in HVAC sales while learning the skills you need to become eligible for promotion.
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