Sales Tip: Navigating an A/C sale

July 28, 2021
When navigating an A/C sale, it’s important to ask lots of questions. Try to understand a customer’s needs. Is the shop turning away R-1234yf vehicle service? How many vehicles per week are they servicing and what is their protocol?

When navigating an A/C sale, it’s important to ask lots of questions. Try to understand a customer’s needs. Is the shop turning away R-1234yf vehicle service? How many vehicles per week are they servicing and what is their protocol?

“We’re seeing more vehicles each year using R-1234yf refrigerant as manufactures revamp their lineups, but R-134a will be around for many years,” says Tim Wagaman, senior product manager for Robinair.

In the next couple years, he says, shops will need to invest in several new pieces of equipment to service R-1234yf vehicles. This may include a machine meeting SAE J2843 standards, a leak detector that meets SAE J2913 and J2791 standards, a syringe-type oil injector (maybe two, if they see high-voltage and standard 12V compressors), and – optionally – a tracer gas leak detector if a technician wishes to use one.

As a Cornwell Tools dealer, Alex Indeck says it’s important to be able to tell customers what they need to know. To do this, he relies on good sources to help him out with his own questions. Then, he makes sure to have the tools to show customers when they need it. A good place to start is talking with manufacturers and attending training at mobile shows or watching manufacturers’ videos that highlight what’s new.

“There are a million different ways to be a salesman,” Indeck says. “I am always bringing new stuff [into the shop]. I bring the stuff they need. The important thing, [whatever you’re selling], is to have it in stock, have information ready to show customers, and just be knowledgeable about what you’re showing the customer.”

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