The summer season is bustling, phones are ringing, and everyone is busy — but are your sales on the upward trend you would expect?

If your employees aren’t effectively executing the HVAC sales process, then your organization needs to start now.

Not sure how to start? Here’s what needs to happen:

Ensure that the trial closings and proper closings are done during the sales process. It is very important to know when the customer is asking to buy.

Overcoming objections needs to be practiced every day during a ‘ready meeting.’ This allows the team to practice overcoming main objections to why customers bulk at buying.

Use your sale reps to make sure that salespeople have a through understanding of their product offerings, how they compare to the competition, and how to create a unique offering for the customers. That will build on the strength of your company, product, and personnel.

Overcoming objections needs to be practiced every day during a ‘ready meeting.’

Make sure a load calculation is performed on every sales call. The load calculation is critical to figuring out what your customer needs in the first place. It also differentiates you from the competition.

And finally, your employees need to be self-generating leads. These are some of the highest quality leads. Make sure that you have increased your capacity to install the sales that result from these leads in a timely fashion.

Mike Moore is the HVAC Training Director at HVAC Learning Solutions, HVAC industry experts in sales, technical, and business training. Visit Mike’s blog for more insights. Mike can be reached on Twitter @hvaclearning or on Google+ at