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This video is one of the sessions from the 5th Annual HVACR Training Symposium: "So you know how to fix it... Now how do you sell it?" by Dominick Guarino. You can still purchase virtual tickets for ALL presentations at the 5th Annual HVACR Training Symposium at .

Dominick identifies our industry's issue with delivering substandard BTU capacity and explains how high-performance HVAC (especially following the National Comfort Institute or NCI's model) addresses this epidemic. You can deliver high performance by measuring static pressure, airflow, BTUs, refrigerant charge, and combustion efficiency; the system should be tested and balanced. This approach has benefits for homeowners and contractors alike.

This presentation outlines three distinct lead types: traditional replacement, service-generated call turnovers, and homeowners seeking solutions. He emphasizes the importance of customer education in the sales process, coining the term "educational selling."

Dominick delves into the specifics of each lead type, providing actionable steps for HVAC professionals. Key topics include conducting static pressure tests, using tools like the True-Flow Grid and airflow hoods, and involving customers in the diagnostic process. He stresses the importance of differentiating your company through these practices.

A case study of a new home with severe HVAC issues underscores the need for thorough diagnostics and system optimization. Dominick also introduces NCI's system certification process, which proves performance to homeowners. Additionally, he highlights the crucial role of building science in HVAC, stating that "a home is the load side of the HVAC system."

This presentation is essential for HVAC professionals looking to improve their sales strategies, enhance customer satisfaction, and deliver high-performance systems.

Buy your tickets or learn more about the 6th Annual HVACR Training Symposium at .

Read all the tech tips, take the quizzes, and find our handy calculators at or the HVAC School Mobile App on the Google Play Store () or App Store ().

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