Breaking Up with Best, Better, Good: A Smarter Pricing Strategy
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Breaking Up with Best, Better, Good: A Smarter Pricing Strategy
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Why do 85-90% of HVAC contractors use the same "best, better, good" pricing strategy? And more importantly—how can you beat them at their own game? In this episode, Mary and Stephen break down the psychology behind pricing choices, reveal why traditional approaches leave money on the table, and share a smarter strategy that increases closing ratios and average tickets. Learn how to talk about budget early, present options that actually fit your customer's comfort zone, and stop accidentally disparaging your most popular systems. Whether you're selling high-end variable speed systems or reliable single-stage units, this episode will transform how you think about proposals.
Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!