Should Comfort Advisors Be Able to Offer discounts to Encourage Same-Day Closes?

A Contractor University Member recently utilized the Ask-The-Expert Q&A feature within the member dashboard by submitting the following question and received the response below.

Contractor Question:

“I would like to know if a professional residential HVAC company allows there Comfort Specialists to discount replacement sales for same day close on there own?”

Contractor University Expert Response:

“For my residential sales team, they were authorized to increase or decrease the job price by up to 8%, which was our sales commission budget included in our cookbook pricing system.

This was based on the following conditions:

1. They priced the job based on our cookbook pricing system

2. We split the discount/increase amount

If they discounted the job by 8% (easy job, competitive issue, etc.) we took a 4% hit and so did their commission percentage

If they increased the price by 8% (usually due to a difficult access job) we earned 4% more and so did they.

Once we implemented this process, we found that there were very few discounts. (I wonder why?)”

Contractor University members can click here to log in to their member dashboard and submit a question through the Ask the Expert portal.

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