Customers today buy based on their emotional currency and certainty. They want problems solved, lives improved, and (what they deem to be) an affordable best value with the least amount of risk. This is what represents a good deal in their mind. At its essence, it is a feeling they have.

There are two key challenges contractors face:

1. 1) A vast amount of similarly sounding information available online from both manufacturers and contractors.
2. 2) The fact that most contractors tend to comparison sell, sounding eerily similar in the home.

As such, customers typically comparison shop and wind up confused, and a confused mind says “no.” After all, consumers are risk-averse, as opposed to being price-sensitive, to the things contractors sell.

DISCONNECT: Customers Buy Feelings, Yet Contractors Sell Things!

Contractors that want to offer customers a better solution, positive life impact, and more enjoyable experience have to become compelling in their customer’s mind. When contractors are compelling, there is no comparison.

Contractors have compelling resources in their arsenal, yet they fail to use them, instead using the same look-alike, sound-alike, and feel-alike processes, techniques, and phraseology. They don’t set a standard in the customer’s mind that separates them from the market.
Setting a higher standard and utilizing tools and processes, while sharing a more compelling overall value proposition, creates an advanced solution that separates one contractor from the rest of the market in the customer’s mind.

QUESTION: So how can contractors get customers to buy Daikin advanced solutions more frequently?

ANSWER: Optimize the customer conversation for the best possible outcome by teaching customers how to buy and where value truly comes from by providing customers good information that empowers them to make good decisions.

In this workshop, comfort advisors will learn how to:

• Understand a customer’s emotional currency
• Create a compelling value proposition with unprecedented certainty
• Connect the Dots to their customer’s story
• Get more consistent outcomes
• Put those all together to sell more Daikin advanced solutions while satisfying more customers

Best of all, this workshop is available free of charge to all contractors courtesy of Daikin and Contractor University powered by EGIA. Click on the “Register” button to reserve your spot at absolutely no cost today.

Who Should Attend:

Leaders, selling technicians and comfort advisors at residential HVAC businesses that currently sell, or are interested in selling, Daikin equipment.