What is in this article?:
What is a Selling Technician? Stated simply, selling technicians are service technicians with permission to sell system replacements. They can make repairs, but they can also run load calculations, assemble on-the-spot proposals, arrange for financing, and close a change out sale.
The Real Ethical Lapse
Frankly, withholding the replacement option is the ethical lapse. Far too often, technicians decide that homeowners cannot afford to replace or should not replace. Talk about presumptuous.
We cannot know our customers’ circumstances. The guy in the big house with the luxury automobile might be overextended and living paycheck to paycheck. Repairing a 20-year-old system operating at reduced capacity might be all he can afford. Or, he might be planning on putting the house on the market next month. Conversely, the guy in the trailer park might earn little, spend less, and save the difference amassing a sizable nest egg.