Selling AC Retrofits - Notes from the field.

Then I also talk about the house getting hot and cold in temperature swings. A lot but not all homeowners notice this. Then I relate that back to a better Heat and AC system.

I will also bring up the 10 year parts and labor warranties offered by the manufacturers, and then I make a metaphor to automobiles.  

Then I tell them a little about the process to handle that, and say "I have to do some tests nerdy calculations, and can even give you an energy savings report." (Ie. dont mention energy audit or Man J calculations or other "nerdy stuff" - I actually try to make them disinterested in the big picture) "...and the result is I know how much air we need to put to each room and this will make the house even temperatures."

My sales process just uses energy as a last added benefit, but not the focus. 

The process of the audit then sells the audit. Not the other way around.

Improved Safety, Comfort, Durability, & finally Energy - That is a twist on the definition of "Efficiency," as in it is not all about energy and maybe never was.

But that is just me.