Presenting The Hybrid Comfort System Option

Written by Drew Cameron    Comment & Respond    Print Article

1. You get to choose the type or level of heat based on your desired comfort level, outside conditions or let the system do it for you automatically – nice low simmering heat on mild days and toasty warm heat on bitter cold days.  Your home will be more evenly heated over the entire range of winter temperatures and you’ll be saving money all the while.  You said earlier that an even comfort level throughout your home was very important to you, right?
2. Not only can you operate the system based upon the type of heat you want, you can also operate the system based on the energy source you want to use depending on energy costs.  Much like a Hybrid car, this system can operate on a fossil fuel (natural gas, propane or oil) or electric.  You can control this operation to a certain extent (down to freezing) or it can be handled automatically.  We call it a Hybrid (Dual Fuel, FlexFuel, OPTIFuel, EnergyMiser, etc.) Comfort System.  What this means to you is that you get a more efficient comfort system that will give you lower operating costs and overall cost of ownership – Sending less money to the utility and keeping more money in your pocket.  We’re talking energy-sipping versus energy-guzzling compared to your existing system.  Almost everybody would like to stick the monopolistic utility, agreed?
3. Less energy used not only saves you money but it also reduces pollution and conserves natural resources, both of which are great for the environment and future generations.  It seems many people are “going green” and are concerned about the planet these days, and I don’t know if that is important to you, but I thought I should share it.  Plus, this system has the environmentally friendly refrigerant in the outdoor unit which will be the law in 2010.  So you are actually helping the planet in three ways, not to mention our recycling/replanting program, which I can share with you if you like (talk about how you reclaim and recycle refrigerants as well recycle scrap and used equipment, batteries, thermostat mercury, cardboard, glass, plastic, other trash, use energy saving vehicles and light bulbs and practices in your company, print on recycled paper, etc. as appropriate).
4. This system carries a longer repair warranty and even includes annual maintenance so you literally CANNOT write a check for anything expect your lower energy costs for up to ten years (and it’s fully transferable if applicable).  Wouldn’t it be nice having that peace of mind?
5. And as I mentioned a moment ago, with the lower energy costs, no repair or maintenance costs this system will cost you less to own and operate and will pay for itself quicker and actually put GUARANTEED tax-free energy savings back in your pocket starting day one yielding a better tax-free return on your investment (ROI) than most mutual funds.  In fact, with one of our convenient and flexible investment plans, you can own this new system with no money down.  You can even avoid payments and interest if you like or qualify for a fixed term, fixed rate loan.  What you are no longer sending to the utility can usually pay for or greatly offset your investment in this type of system.  You can even qualify for a government/utility subsidized low interest energy loan (some states, utilities and even the federal government with its Energy Star and Fannie Mae energy loan programs have subsidized low rate financing) – why not take advantage of what the government/utility is doing with your tax/energy dollars?  Lastly, this system qualifies for (state as appropriate – unfortunately, federal tax credits went away) a lower energy rate for the local utility, utility rebates up to $X, and manufacturer rebates up to $X.

Again, it’s the ideal solution for many people we work with, but not for everybody.  Do you feel it is something we should talk about further or would you rather simply discuss your other choices?"

Proceed accordingly.

Do not make the above a full blown presentation as you want the customer to tell you they are interested based on the teaser information you share and get permission to discuss it further.  The teaser information in many cases is all they need to hear, and an affirmative interest may be their buying signal.

I even like at some point earlier in my visit to ensure the customer that I am not there to sell them anything they don't want, don't need, can't afford or doesn't make sense to them and that at any point during our time together the can pull the plug or tell me no.

Here’s why this method of selling is more effective than the traditional style of selling by trying to convince the customer to buy what you are peddling: First, a lot people want something perceived to be exclusive or reserved for the elite.  Second, you have not cannibalized your other offerings or made them sound less worthy of consideration.  Third, you presented the information in such a manner that the customer stills feels empowered to make the choice to buy versus feeling like you are trying to sell them something YOU want to sell.  Lastly, the fact that you did not try to sell it, presented it in such a way to give them the choice to buy it or not and told them that it may not be right for them increases your integrity, trust, respect, and credibility factor in their mind far above anyone else they may have or will talk to and that’s what wins sales more often than not – a relationship built on trust and respect.

The concept is known is known as negative reverse selling.  You present something as though you are taking it away or removing it as an option for consideration.  Due to the Law of Scarcity and Law of Motion, the person’s natural response is to not allow you to take it away.

The Law of Scarcity states that something perceived to be limited in quantity has a higher perceived value, creates urgency, and increases demand.  The Law of Motion states that for every action there is an equal and opposite reaction.  In this case, your “taking away” something perceived to be limited with negative reverse selling naturally has the person “reacting” in many instances by wanting it more.  The customer will tell you they want it versus you telling them they should buy it.

Selling is supposed to be natural, non-adversarial, and non-manipulative.  Use these laws of nature to increase your performance and make the entire process easier and more enjoyable and non-confrontational than the stereotypical salesperson with a predetermined agenda and more will CHOOSE to buy from your rather than DECIDING not to.

Published: January 21, 2008 7:00 AM by Drew Cameron