Back by overwhelming demand, Sean Mitchell returns to The Successful Contractor — and this time, he’s not holding anything back.
👉 Missed Sean’s first appearance? That episode took the HVAC world by storm — racking up views and igniting conversations across the trades. Before you dive into this one, go watch Part 1 and see where it all began. But make no mistake — this is the episode everyone’s been waiting for.
In this 2-hour masterclass, Sean lays out his entire sales process — from first call to final close — and shows you exactly how he closed almost $8.7 million in residential HVAC sales at an insane 88% closing rate.
Inside the Episode — Sean Mitchell’s Complete HVAC Sales System:
- The Sales Strategy Begins Before the Doorbell Rings: Why Sean listens to CSR calls to decode the customer’s personality, tone, and expectations before stepping foot on-site.
- "Reading the Pause": How a simple “hello” reveals your customer’s emotional state — and how Sean adapts his energy to match it.
- The Pre-Call Energy Transfer: Why smiling through the phone changes everything, and how to set the emotional tone before the first knock.
- Owning the Doorstep: The exact script Sean uses to redirect the “just go to the furnace” objection and instead guide the customer to the kitchen table.
- The Psychology of the Sit-Down: Where Sean sits, how he positions himself, and why your posture can make or break the sale.
- Setting the Stage with the Comfort Survey: The specific questions Sean uses to uncover pain points, expose hot buttons, and pre-close the deal.
- Building Solutions With the Homeowner: How Sean “Chipotle-style” custom-builds systems in real-time, creating buy-in, trust, and excitement.
- Couples Dynamics, Decoded: The subtle language cues that reveal the true decision maker — and how to guide the conversation without alienating either party.
- Anchoring High-Ticket Offers: Why Sean always drops the $25K anchor early, and how it makes the actual price feel like a bargain.
- Turning Objections into Momentum: The “two-option close,” how to handle the “I need to think about it” pause, and why Sean never sells systems — he sells appointments.
- Creating Real Urgency (Without Pressure): The LEVER method and why people are more driven by fear of loss than desire for gain.
- From Presence to Paperwork: How Sean paints the post-sale picture so vividly that the signature feels like a foregone conclusion.
- The 4 Pillars of Value: Connection, Credibility, Customization, and Convenience — and how to build them into every sales call.
- The Mindset of Mastery: Why Sean competes with no one but himself — and how his upbringing and mentors shaped his unstoppable work ethic.
Whether you’re a comfort advisor, CSR, tech, or owner — this episode is your roadmap to bigger closes, stronger relationships, and a business that grows on intention, not pressure.
🚀Iff you’re ready to grow your business the right way, visit CertainPath.com
Show Notes
The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.
FOLLOW CERTAINPATH:
Facebook: https://www.facebook.com/CertainPath
Linkedin: https://www.linkedin.com/company/certainpath
Instagram: https://www.instagram.com/certainpath/
