Using Quotes on HVAC Sales Presentations
Quotes can be a very powerful addition to your sales presentation. I like to use them during presentations, teaching classes, or writing articles.
One of our favorites is the following quote by John Ruskin. Use this quote to sell quality. Don’t necessarily read this quote to your customer but include it in your packet (folder) and mention the point that it sometimes costs less to buy the “more expensive” system. Use a metaphor that the customer can relate to. For someone that likes tools you might mention that better tools can cost more to buy but be cheaper to own. For someone that is a chef or likes to cook, mention that better appliances, such as a better grill, can result in better tasting food.
“It is unwise to pay too much, but it’ss worse to pay too little. When you pay too much, you lose a little money . . . that’ all. When you pay too little, you sometimes lose everything because the thing you bought was incapable of doing the thing that is was bought to do. The common Law of Business Balance prohibits paying little and getting a lot – it cannot be done! If you deal with the lowest bidder, it is well to add something for the risk you run. And if you do that, you will have enough to pay for something better.â€œ
– John Ruskin, British Philosopher, 1819-1900