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Working in HVAC: Becoming an HVAC Sales Professional

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The average salary for a residential HVAC sales associate is between $52,981 and $71,409. Here at Fire & Ice our sales professionals make considerably more. If you are considering a career as a Residential HVAC Sales Professional, then this video is for you.

Additional Info

Fire & Ice Heating and Air Conditioning proudly serves Columbus, Ohio and the surrounding areas. Our service area includes Bexley, Blacklick, Canal Winchester, Columbus, Delaware, Dublin, Gahanna, Galena, Galloway, Grandview, Grove City, Hilliard, Lewis Center, New Albany, Obetz, Pataskala, Pickerington, Powell, Reynoldsburg, Sunbury, Upper Arlington, Westerville, Whitehall, and Worthington.

Read more: How to Become a Sales Professional in HVAC in Columbus, Ohio

Interested in becoming an HVAC sales professional? Visit our career page for more information.

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Video Transcription

According to salary.com the average salary for a residential HVAC sales associate is between $52,981 and $71,409. Here at Fire & Ice our sales professionals make considerably more. If you are considering a career as a Residential HVAC Sales Professional, then this video is for you.

Hi, I’m Luke from Fire & Ice. Whether you’re working in industrial, commercial, or residential HVAC, there will always be job openings. A good HVAC salesperson is in high demand. And if you improve your abilities, apply yourself, and become proficient, you’re going to make more money, be rewarded for your skills, and you’ll have options for employment. By the end of this video, you’ll understand the benefits and downsides of a career in HVAC sales, the skills needed, and how to get started in this lucrative career path.

How to get started in HVAC Sales?

There are three paths that can lead to becoming an HVAC sales professional at Fire & ICe. The first and most common option is to have previous HVAC sales experience from another HVAC contractor. The second option is to have previous HVAC experience as a technician or installer, for example. Because HVAC is a technical industry, having an understanding of HVAC is needed in order to effectively communicate the features and benefits to your customers. However, if you don’t have previous HVAC experience you still can be successful as an HVAC sales professional. As long as you are willing to learn the industry and come with previous sales experience, you can be successful selling HVAC equipment.

Now, what if you don’t have any previous sales experience or HVAC experience? If you’re looking for a potential career change we recommend learning as much as possible about sales, and to get as much experience as possible. We employ a no-pressure sales approach here at Fire & Ice. Being able to learn the process through sales training, books, or other means is a good first step to demonstrate the drive needed to be a successful sales person.

What skills are needed to be a successful HVAC Sales Professional?

Regardless of the industry there are a number of skills needed to be a successful sales person.  One of the most important is the ability to have a thick skin and a short memory. What do I mean by that? The truth is, you’re not going to sell every call you go on. For every sale you make, there were probably 2 or 3 failures before it. If you’re able to handle rejection and the word “no,” you can be successful in sales. Another important skill is to be self-motivated. A good sales person is available 24/7 to answer every question a customer may have regardless of the hour. 

It should go without saying that you also need to have good interpersonal skills. A good sales person is able to listen to what the homeowner is saying, identify solutions, and then sell those solutions to the customer in a fair, unbiased fashion. Being organized and influential are other good skills to have. A good salesperson needs to be honest and transparent on the job. At Fire & Ice our mission and vision statements are centered around doing what’s right by the customer.

What are the benefits of a career in HVAC?

The HVAC industry is always in demand for experienced sales people. Whether you specialize in industrial, commercial, or residential HVAC, it’s highly likely you will never be without a job. It’s been said that the HVAC industry is recession proof. Another benefit is you can choose to work virtually anywhere as the skills you learn as a sales professional can be transferred to wherever HVAC jobs are. Working in HVAC also allows you to work someplace different and meet new people every day. It’s not like working on an assembly line and it’s certainly not office work. 

What are the downsides of working as an HVAC sales professional?

At Fire & Ice we are all about transparency, and working in has its downsides. For starters, you’re likely going to work long hours. All of our sales professionals run 3 to 4 calls per day with the first starting at 9 in the morning and the last one being 6-o-clock in the evening. They also work weekends. Long hours are the norm but the benefit is that the more opportunities you have, the higher your earning potential.

Another drawback is that homeowners will look to you for answers should something go wrong. Making sure to take detailed notes for the installers to reference is a great way to ensure everything goes smoothly. Another downside is that you may find yourself working in the elements and crawling through tight crawlspaces and attics. 

All of these can be offset with knowledge and an understanding of the HVAC industry. Having a desire to learn and keep up with industry changes and understanding the technology will help you succeed.

What are the next steps?

Are you someone looking to start a new career in HVAC sales or take your sales experience to the next level? If you are, and are in the Central Ohio area and want to align yourself with the best in the industry, develop skills, and start a career that will set you and your family up for future success, consider joining Fire & Ice Heating and Air Conditioning today. Thank you for watching and we look forward to making your day better.

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