Upsell and Do Your Customer a Favor
Heating and cooling contractors in todayís
market must stand out from their competitors. You
must start thinking what options the consumer may
want. We canít assume the customer wants the same
old low efficiency furnace he has now. We canít
assume that the customer canít afford the more
efficient products. One way to make your quote
stand out from the rest is to give your customer a
choice. You need to quote and make their customers
aware of all the AFUE options available when
selling the Ruud Gas furnace line, 80%, 90% single
stage 90% two stage & 90% modulating furnace.
We have been preaching sell complete system, air
cleaner, humidifier etc. Letís go one step further by
quoting good, better & best.
- Good = 80% Vertical vent only w/ B-vent
- Better = 90% Horizontal & Vertical vent PVC
- Best = 90% 2 stage & 90% modulating
Horizontal & Vertical vent PVC pipe.
Studies show consumers will generally pick the
middle option on an up-sell.
Quote 80%, 90% one stage or 90% two stage.
Or quote 90% one stage, 90% two stage or 90%
Now that you have your customerís attention, they
are thinking why did the other contractors only quote
one model? This is your chance to explain the
benefits of each model to your customer and show
them literature which shows the awards Ruud has
won: two trade awards for the 90% furnace line.
Ruud furnaces are very reliable and will give your
customer the quality they expect and still be very
competitive. The three choices you offer your
customer give them a choice which will relate to fuel
saving with the higher AFUE furnaces. Keep in
mind studies show more consumers will pick the
middle unit. This approach will help you be more
- Consumers donít like to be sold, give them the
facts and let them decide.
- Consumer can pay less now and pay more for the
life of the furnace in higher fuel bills.
- Consumer can pay more now and pay less for the
life of the furnace in lower fuel bills.
- Let the consumer decide by giving him the
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