SALES TRAINING
FOR HVAC TECHS
Learn How Top HVAC Techs Sell
$1M–$3M+ a Year!
OUR CLIENTS
Module 1 - The Basics
The 1% Technician's Tool Bag
The 1% Technician’s Tool Bag shows you the exact tools top technicians use to build trust, close more jobs, and generate millions in sales.
Arrive Like A Pro
Arrive Like A Pro teaches you how to show up with confidence, make a strong first impression, and set the tone for a high-trust, high-closing appointment.
5 Questions That Reveal Pain Points
5 Questions That Reveal Pain Points gives you the exact questions to uncover what customers really need, so you can guide the conversation and present solutions they’re ready to say yes to.
Cold Air Test
Most technicians rush straight to the equipment the moment they enter the home. Not you. The Cold Air Test builds so much value upfront that you win the customer over before you ever even look at their equipment.
Room x Room Airflow Measurements
This shows customers exactly what’s happening in every room of their home — real proof most techs can’t provide. It puts you on a level they’ve never seen before, and once they see it, they want you (not the other guys) fixing or replacing their system.
Module 2 - Inspection Process
System Audit Prep
System Audit Prep highlights the key steps technicians take before beginning a system inspection. This module helps you prepare mentally, ensure you have what you need, and approach each audit with confidence and professionalism.
System Audit - Example 1 - 5
The System Audit walks you step-by-step through a complete HVAC inspection so you can confidently identify issues, uncover opportunities, and deliver a clear, professional assessment to the homeowner. In this module, you’ll see real examples of how to evaluate equipment, airflow, ductwork, filtration, and overall system performance.
Sharing Finding With Homeowners
Sharing Findings With Homeowners teaches technicians how to connect the results of the system audit to the key questions asked at the door. By tying the homeowner’s concerns to what you’ve uncovered, you help them finally understand problems they’ve been dealing with for years. This module shows how to present those findings in a clear, confident way—highlighting that you’re the one who was able to identify what others have missed.
Previous Findings
Previous Findings showcases real photos and videos captured during actual service appointments. Contractors get a clear look at common issues discovered in the field and how they were documented. This section highlights what these problems look like in real homes and demonstrates how using visual evidence can strengthen audits, improve clarity, and support more effective communication with homeowners.
Module 3 - Kitchen Table
How To Stand Out From Your Competitors
How To Stand Out From Your Competitors focuses on building strong value around your company so homeowners instantly recognize the difference between you and everyone else. By presenting your company the right way, you position yourself as the obvious choice long before pricing is ever discussed.
The Perfect HVAC System
The Perfect HVAC System walks through what a complete new system can look like for a homeowner. This module breaks down everything that’s included, what counts as an add-on, and how each component contributes to comfort and performance. Contractors get a clear, simple way to help homeowners visualize their options and understand the full value of a properly designed system.
Filtration Options
Filtration Options breaks down MERV 11, MERV 13, and MERV 16 filters in a simple, easy-to-understand way. This module helps contractors clearly explain the differences, benefits, and upgrade advantages so homeowners can quickly see which option best fits their comfort and air-quality needs. By presenting filtration this way, choosing better protection becomes straightforward and appealing for the homeowner.
Purification Options
Purification Options teaches a simple, proven process for presenting purification in a way that instantly makes sense to homeowners. This module shows how to explain the benefits clearly and visually, so they can easily understand the impact on their comfort, health, and overall system performance. Homeowners quickly realize how important purification really is and they won’t want their new system installed without one.
Ductwork Options
Ductwork Options teaches a presentation so clear and eye-opening that homeowners finally understand what their duct system has been doing to their comfort for years. With this process, 80–90% of your installs include ductwork because the value becomes undeniable. This module gives you a powerful, confidence-building approach that separates you from your competitors and transforms every install into a higher-quality job.
Building Trust With Guarantees
Building Trust With Guarantees shows contractors how to use strong, meaningful guarantees to earn instant credibility with homeowners. This module breaks down how the right promises reduce fear, remove hesitation, and position your company as the safest and most trustworthy choice.
1-Stage, 2-Stage, & Variable-Speed
This section breaks down 1-stage, 2-stage, and variable-speed equipment in a way that makes the differences instantly clear to homeowners. Using our process, 50–60% of customers won’t even consider single-stage equipment once they understand how each option affects comfort, efficiency, and performance. This module gives you a simple, powerful way to present system levels so homeowners naturally choose better equipment—without pressure and without getting lost in technical details.
Module 4 - Kitchen Table
Build Estimates That Crush The Competition
Build Estimates That Crush The Competition reveals three powerful ways to separate your estimate so effectively that you’re no longer competing with anyone else. This module shows you how to present your solutions with undeniable value—turning your estimate into the obvious choice. With this process, homeowners immediately see the difference making competing bids irrelevant.
Indoor Air Quality Packages
Indoor Air Quality Packages teaches you how to present IAQ in a way that makes homeowners see these solutions as the natural finishing touch to their new system and ductwork upgrades. This approach makes higher-value packages—from $3,000 to $19,000—feel practical, meaningful, and perfectly aligned with the results they’re looking for. Instead of feeling like an add-on, IAQ becomes the piece that completes the entire project.
Putting Memberships On Every Estimate
This section shows you how to include memberships on every estimate in a way that feels natural and valuable to homeowners. You’ll learn a simple approach that turns memberships into an easy “yes,” boosting long-term trust, retention, and recurring revenue on every job.
Asking For The Sale
Asking For The Sale teaches you a simple, confident approach to closing that feels natural for you and comfortable for the homeowner. This section shows you exactly how to transition from presenting options to securing the decision—without pressure, awkwardness, or overthinking. You’ll learn how to ask in a way that earns trust, builds confidence, and consistently leads to more approvals.
Using Financing To Close The Deal
Using Financing To Close The Deal shows you how to present financing as a simple, stress-free path for homeowners to say yes. This section teaches you how to remove price barriers, reduce hesitation, and turn large projects into affordable monthly options. When used correctly, financing becomes one of your most powerful tools for closing more deals with confidence.
Sell Your Top Systems 40-50% Of The Time
This section shows you the exact process that consistently moves homeowners toward your highest-level systems. You’ll learn how to present options in a way that makes premium equipment feel like the natural, logical choice—not an upsell. With this approach, selling your top systems 40–50% of the time becomes achievable, repeatable, and part of your everyday results.
Module 5 - Crush The Objections
1-10 Close HVAC Edition
1–10 Close HVAC Edition teaches you how to use a simple, conversational question to instantly uncover what’s really holding a customer back. This method feels natural, never pushy, and gives you clear direction on exactly what to address next. Once you learn how to use it, you’ll close more deals with confidence—because you’ll finally know what the customer is thinking instead of guessing.
Rebate Close
Rebate Close shows you how to leverage utility rebates in a way that creates real urgency—making homeowners want to take advantage of the savings right away. This method teaches you how to present rebates so they feel like an opportunity they don’t want to miss, helping you get confident, on-the-spot decisions without pressure.
I'm Getting Other Estimates
“I’m Getting Other Estimates” reveals a never-before-seen approach that flips this common stall completely in your favor. This method shows homeowners—right there in the moment—that they already have the right company and the right technician in front of them. With this process, what normally feels like a dead end becomes a breakthrough that keeps you in control and moves the conversation forward with confidence.
I Have A Cheaper Quote
“I Have a Cheaper Quote” reveals a powerful approach that calls out why that low price is usually unrealistic—and helps homeowners clearly see the difference between a corner-cut install and a system that’s built to last. This method guides them to make a real choice: go cheap and risk problems, or get it done right the first time. With this process, the cheaper quote stops being a threat and becomes the moment homeowners realize the true value of choosing your company.
I Just Need To Think About It
“I Just Need To Think About It” teaches a simple, conversational method that uncovers what the homeowner really needs before they can make a decision. Instead of letting the conversation end, this approach helps you gently surface the true concern—whether it’s price, trust, timing, or something they’re unsure how to say. Once it’s out in the open, you can address it directly and confidently.
Can You Email Me This Quote?
“Can You Email Me This Quote?” teaches you how to take back control of the conversation and guide the homeowner out of “email it to me” mode and back into buying mode. This method shows you how to keep the discussion live, uncover what’s really behind the request, and confidently move the homeowner toward a decision—without pressure or chasing them afterward. With this approach, your quotes don’t get lost in inboxes… they turn into approvals.
I Can't Afford It Right Now
“I Can’t Afford It Right Now” shows you how to turn this objection into one of the easiest paths to a yes. This method teaches you how to use financing in a way that makes the investment feel like a no-brainer—while also framing the conversation so homeowners clearly see they’re already paying for this expense through comfort issues, repairs, and high utility bills. Once they understand that, the decision becomes simple, and affordability stops being the barrier.
I Need To Talk To My Wife/Husband
“I Need To Talk To My Wife/Husband” shows you exactly what to do when only one decision-maker is present. Instead of losing the sale or letting the conversation stall, this method teaches you how to move to the next step confidently and keep the homeowner in buying mode. You’ll learn a simple approach that respects the relationship while still guiding the conversation forward—so you don’t walk away from deals you should be closing.
Alternative Option Close
Alternative Option Close shows you how to create new opportunities when a homeowner gets stuck and can’t make a decision. This method teaches you how to open up a fresh path forward—keeping the conversation alive and giving the homeowner a solution they can move forward with. Instead of losing momentum, you’ll know exactly how to guide them out of indecision and back into buying mode.
Module 6 - Master The Turnover
Turnover On Multiple Repairs
Turnover On Multiple Repairs shows you how to take a system stacked with issues and turn it into a natural, effortless replacement conversation. This section teaches you how to line up multiple problems in a way that makes homeowners instantly see that replacing the system is the smarter, safer, and more cost-effective choice. With this approach, what used to be a messy list of repairs becomes one clear path to a confident turnover.
Turnover On Airflow
Turnover On Airflow shows you how to take a system with airflow problems and turn it into a complete duct replacement opportunity. This section teaches you how to explain airflow issues in a way homeowners clearly understand, making a full duct system upgrade feel like the obvious solution for comfort, performance, and long-term reliability.
Turnover On Heat Exchanger
Turnover On Heat Exchanger shows you how to turn a failed or compromised heat exchanger into a seamless furnace replacement opportunity. This section teaches you how to explain the safety concerns, repair costs, and long-term risks in a way homeowners immediately understand—making a full replacement feel like the only smart and safe choice. With this approach, heat exchanger failures become some of the easiest and most natural turnovers you’ll ever make.
Turnover On Refrigerant Diagnostics
This section shows you how to take a 10+ year old system with refrigerant issues and naturally turn it into a system replacement. You’ll learn how to present the age, the refrigerant problems, and the true long-term costs in a way homeowners immediately understand, making replacement the clear and logical decision.
Turnover On Indoor Air Quality
Turnover On Indoor Air Quality shows you how to take a system that’s filthy, contaminated, and beyond cleaning and turn it into a natural system replacement. This section teaches you how to explain the IAQ concerns, health impacts, and long-term risks in a way homeowners immediately understand—making replacement the clear, responsible choice.
Turnover On Better Equipment
Turnover On Better Equipment shows you how to take homeowners who are tired of poor comfort, constant repairs, and high electric bills and guide them into a simple, natural replacement conversation. This section teaches you how to connect their everyday frustrations to the benefits of better equipment—making the decision to upgrade feel easy, logical, and long overdue.
Module 7 - Selling Repairs
Refrigerant Valve (TXV)
Refrigerant Valve (TXV) shows you how to explain this repair in a way homeowners can clearly understand. This section walks you through how to break down the process, why it matters, and what happens to their system, comfort, and electric bills when the repair isn’t done. Once homeowners see the full picture, charging appropriately—and getting approval—becomes much easier.
Capacitors
Capacitors shows you how to explain this common repair in a way homeowners instantly understand. This section walks you through how to break down what a capacitor does, why it fails, and how it affects their system’s reliability, comfort, and energy usage when it’s not replaced. By helping homeowners see the real impact behind this small but critical component, you can confidently charge appropriately and get approvals with less hesitation.
Compressors
When a compressor fails, this section shows you how to flip the appointment into a full system replacement with confidence. But in the event the homeowner chooses to only repair the system, you’ll also learn how to confidently attach surge protection, airflow upgrades, and soft starts to the repair. This approach turns a tough situation into a high-value opportunity—no matter which direction the homeowner chooses.
Refrigerant Leaks
Refrigerant Leaks shows you how to handle the homeowners who just want a simple “top-off.” This section teaches you how to shift that mindset and turn a temporary band-aid request into either a long-term repair or a full system replacement. You’ll learn how to explain the real impact of leaking refrigerant in a way that creates urgency, builds trust, and leads homeowners to choose the smarter, long-lasting solution.
Surge Protection + Soft Starts
This section teaches you how to explain how surge protection shields expensive components from electrical damage—and how soft starts reduce stress on compressors and extend equipment life. When you present these together using our process, homeowners clearly see how these upgrades protect their investment, prevent major breakdowns, and deliver smoother, longer-lasting system performance. It’s one of the easiest, highest-value add-ons you’ll ever offer.
Air Distribution Boxes
This section shows you how to turn hidden issues—like mold inside air distribution boxes and dust buildup in return boxes—into real, high-value opportunities. You’ll learn how to present these findings in a way that makes homeowners clearly see the need for replacement, allowing you to build $3,000–$4,000 tickets by replacing the boxes and including airflow upgrades. With this approach, something most techs miss becomes one of your most profitable add-ons.
Module 8 - Selling Packages
Furnace + Ductwork System
This section is perfect for winter heating tune-ups and shows you a simple way to sell furnaces and ductwork together as one complete solution. You’ll learn how to explain why these two upgrades go hand in hand—how the furnace can only perform at its best when the ductwork is designed to match it. With this approach, homeowners clearly understand the connection, making it easy to turn cold-weather appointments into high-value furnace and ductwork replacements.
IAQ Packages
IAQ Packages shows you how to build and present indoor air quality bundles that homeowners immediately see the value in. Instead of selling single add-ons, this section teaches you how to combine the right products into complete packages that improve health, comfort, and system performance. You’ll learn how to position these packages so they feel like the natural next step in the project—making IAQ one of the easiest and most profitable upgrades you offer.
Return Air System
Most homes don’t have enough return air—and this section shows you how to turn that problem into one of your most valuable opportunities. You’ll learn how to explain the impact of poor return airflow in a way homeowners immediately understand, and how to present complete return air solutions that dramatically improve system performance. With this approach, selling return air systems becomes simple and consistent, leading to average tickets of around $3,000 while delivering a noticeable upgrade in comfort and airflow.
Attic Insulation System
Attic Insulation System shows you how to explain the direct impact insulation has on both the air conditioner and the heater. This section teaches you how to break down why poor insulation forces the system to run longer, work harder, and struggle to keep the home comfortable. Once homeowners understand how insulation affects performance, efficiency, and utility costs, upgrading becomes an easy, high-value decision that adds real comfort and real revenue to your appointments.
Module 9 - Home Performance
Blower Door Testing
Blower Door Testing shows you how to use this tool to reveal air leaks and energy loss in the home—making attic insulation and air sealing easy, high-value upgrades for homeowners. This section teaches you how to present the results simply so they clearly see why fixing these issues is the smart choice.
Duct Leakage Testing
Duct Leakage Testing shows you how to uncover hidden air loss in the duct system and turn it into a clear opportunity for upgrades. This section teaches you how to present the results in a simple, visual way that makes homeowners understand why sealing or replacing ductwork is the smart move for comfort, efficiency, and system performance.
Whole-House Air Balancing
Whole-House Air Balancing shows you how to adjust airflow throughout the home so every room reaches the right level of comfort. This section teaches you a simple approach to help homeowners finally get even temperatures in every space.
High Humidity Diagnostics
High Humidity Diagnostics shows you how to identify the real causes behind moisture and comfort issues in the home. This section teaches you how to diagnose humidity problems quickly and explain them in a way homeowners easily understand—making dehumidifiers, airflow upgrades, and insulation improvements simple, high-value solutions they want to move forward with.
Module 10 - Service Calls
AC Tune-Ups
AC Tune-Ups shows you how to turn routine maintenance calls into high-ticket opportunities and consistent system turnovers. This section teaches you how to spot the issues most techs miss, explain them clearly to the homeowner, and present solutions that naturally lead to meaningful upgrades. With this approach, AC tune-ups become one of your most profitable and productive appointment types.
Heating Tune-Ups
Heating Tune-Ups shows you how to turn winter maintenance calls into high-ticket opportunities and furnace replacements. This section teaches you how to identify the issues most techs overlook, communicate them clearly, and present solutions that naturally lead to upgrades. With this approach, heating tune-ups become a major driver of high-value installs all winter long.
Service Calls
Service Calls shows you how to turn everyday breakdowns into high-value opportunities and system turnovers. This section teaches you how to diagnose confidently, communicate clearly, and present solutions that naturally lead homeowners toward repairs, upgrades, or full replacements. With the right approach, service calls become one of your most consistent and profitable revenue streams.
Warranty Calls
Warranty Calls shows you how to turn low-paying warranty visits into high-value opportunities. This section teaches you how to communicate the real issues behind warranty failures, present smart upgrades, and create meaningful tickets without ever compromising the warranty itself. With the right approach, warranty calls become a reliable source of profitable repairs and system turnovers instead of a drain on your schedule.
Module 11 - Follow-Up
Following Up On Open Estimates
Following Up On Open Estimates shows you how to turn unsold quotes into fresh opportunities. This section teaches you a simple follow-up process that reopens the conversation, rebuilds interest, and moves homeowners toward a decision—without sounding pushy or desperate.
Dissecting Missed Opportunities
Dissecting Missed Opportunities shows you how to review the jobs you didn’t close and pinpoint exactly what went wrong. This section teaches you how to turn every lost sale into a clear lesson that helps you close more deals and avoid repeating the same mistakes.
Module 12 - Custom Pitch Book
Your Custom Pitch Book
Your Custom Pitch Book is a separate, premium service—not part of the main training. In this one-on-one session, we build a fully customized pitch book tailored specifically to your company, your process, and your market. This personalized presentation becomes a powerful tool your entire team can use to elevate value, boost close rates, and stand out from every competitor. This is an exclusive add-on for companies ready to take their presentation to the next level.
COMPANY
LEGAL
© Copyright 2025. Pitch & Close. All Rights Reserved.