Let me tell you about the time I tried to sell my neighbor a backyard pizza oven in the blazing Sacramento summer. Trust me—when folks have doubts, it’s less about price and more about the conversation. Whether you’re selling air conditioners or solar panels, you know objections can sneak up out of nowhere, turning what should be a simple chat into a mental chess match. But what if one little phrase could turn the whole mood upside down? This blog explores how a simple, lighthearted approach revives those tense moments and gives you an edge, even when the heat is on.
1. The Power of Playfulness: Taking Sales Conversations Beyond the Script
Sales conversations in the HVAC industry can often fall into a predictable rhythm. You ask questions, the client hesitates, and you respond with a well-rehearsed script. While structure is important, relying too heavily on rigid Sales Conversation Frameworks can make calls feel stale—or worse, awkward. This is where the Just for Fun Sales Technique comes in, offering a refreshing approach that transforms objection handling into a moment of connection and creativity.
Why Sales Calls Need a Touch of Levity
Imagine you’re on a call with a homeowner considering a new HVAC system. You’ve presented your solution, answered their questions, and then you hear it: “I want to think about it.” It’s a classic stall, and if you stick to the script, the conversation can quickly become tense or transactional. Without a touch of playfulness, these moments can feel high-pressure for both you and your client, eroding the trust you’ve worked so hard to build.
Injecting a bit of fun isn’t just about making the call more enjoyable—it’s a proven Customer Interaction Strategy that helps ease pressure, build rapport, and keep the conversation moving forward. As Scott Bell demonstrated during a coaching call with Tol T, the phrase “just for fun” can be a powerful tool for navigating hesitation and resistance.
Anecdote: When ‘Just for Fun’ Turned Hesitation into Laughter
During a real coaching session, Scott Bell found himself facing a familiar objection. The client said, “I want to think about it.” Instead of pushing harder or falling back on a canned response, Scott leaned into the moment:
“Hey, listen. I completely understand. I hear where you’re coming from. Just for fun, let’s ask another question…”
That simple phrase—“just for fun”—shifted the energy instantly. The client chuckled, the tension broke, and the conversation opened up. By framing the next step as a playful exploration rather than a high-stakes decision, Scott invited the client to imagine possibilities without feeling pressured. The result? Laughter, curiosity, and a genuine dialogue that led to a positive outcome—no rejection, just rapport.
How the ‘Just for Fun’ Sales Technique Works
- Defuses Pressure: When you say, “just for fun,” you signal that there’s no risk or commitment required. This lowers the client’s defenses and makes them more receptive to new ideas.
- Encourages Imagination: The phrase acts as a permission slip for clients to “wave a magic wand in their head”—to envision what they truly want, free from the constraints of budget or fear of making the wrong choice.
- Builds Rapport: Sharing a laugh or a lighthearted moment creates a sense of partnership. You’re not just another salesperson; you’re a consultant helping them explore options.
Mixing ‘What If?’ Scenarios: Imagination Over Discounts
Traditional HVAC Sales Tips often focus on overcoming objections with discounts or added features. But imagination is a far more powerful tool. By introducing “what if?” scenarios—framed with “just for fun”—you help clients picture themselves enjoying the benefits of your solution. For example:
- “Just for fun, what would it look like if your home was always the perfect temperature?”
- “Just for fun, if you could change one thing about your current system, what would it be?”
These questions aren’t about closing the deal on the spot. They’re about opening the door to possibility, reducing resistance, and making the client feel heard and understood.
The Roots of the ‘Just for Fun’ Framework
The “just for fun” approach wasn’t born in a boardroom—it emerged organically during a real sales conversation. As Scott Bell coached Tol T, the phrase surfaced as a way to expand the dialogue when a client hesitated. It’s now a cornerstone of modern Sales Conversation Frameworks for HVAC professionals who want to stand out.
“What it is is it’s a way for people to wave a magic wand in their head. It’s a way for people to have a conversation about what they’re looking for. And you’re not putting a ton of pressure on them.”
By incorporating the Just for Fun Sales Technique into your calls, you create space for genuine conversation—and often, a little laughter. It’s a simple shift, but one that can make all the difference in winning HVAC sales conversations.
2. Word Tracks That Work: Turning Objections Into Opportunities
Why the ‘Repeat and Approve’ Method Transforms Tense Moments
When you’re in the middle of an HVAC sales conversation, objections are inevitable. But what if you could turn those tense moments into trust-building pauses? That’s where the Repeat and Approve Method in Sales comes in. This approach is simple: when a customer voices a concern, you restate their objection in your own words and seek their confirmation. This not only shows you’re listening, but it also diffuses tension and builds rapport.
For example, if a customer says, “I need to think about it,” you might respond:
“From what I hear you saying, you just want some more time. Is that correct?”
This technique, a cornerstone of Sales Scripts for Technicians, helps customers feel understood and respected, making them more open to further conversation.
Common HVAC Sales Objections—and How to Bypass Them with ‘Just for Fun’
Every HVAC technician hears similar objections: “I need to talk to my spouse,” “It’s too expensive,” or “I’m not ready to decide.” Instead of pushing back or sounding robotic, try a gentle, unconventional approach using the ‘just for fun’ statement. This playful phrase invites the customer to imagine a positive outcome without pressure, opening the door to honest dialogue.
- Objection: “I need to think about it.”
Word Track: “Just for fun, let’s talk for a minute and say that you did decide to move forward. What would need to be true in order for you to do this?” - Objection: “It’s too expensive.”
Word Track: “Just for fun, if the price were right, what else would you want to see before moving ahead?” - Objection: “I need to talk to my spouse.”
Word Track: “Just for fun, if your spouse was here and agreed, is there anything else that would hold you back?”
By using these Word Tracks for Customer Objections, you gently bypass resistance and encourage the customer to reveal what’s really holding them back.
Storyboard: From ‘I Need to Think About It’ to Closure—Without Pushiness
Let’s walk through a typical scenario, using these Sales Techniques to move from hesitation to decision without sounding scripted:
- Customer: “I need to think about it.”
You: “From what I hear you saying, you just want some more time. Is that correct?”
Customer: “Yeah.” - You: “Just for fun, let’s talk for a minute and say that you did do it. What would need to be true in order for you to do this?”
Customer: “I’d need to know the warranty covers everything.” - You: “If the warranty covered everything, would you feel comfortable moving forward, or is there something else?”
Customer: “I’d also want to make sure the installation could happen next week.” - You: “So, if we could guarantee the warranty and schedule installation for next week, would you be ready to go ahead?”
Customer: “Yes, I think so.”
Notice how you can stack two or three of these clarifying questions, but be careful not to overdo it—after three or four, it can start to feel forced. A light chuckle or a friendly, “Just for fun, let’s explore this,” keeps the conversation relaxed and genuine.
Step-by-Step: Using ‘Repeat and Approve’ and ‘Just for Fun’ to Disarm Hesitation
- Listen: Let the customer state their objection fully.
- Repeat and Approve: Restate their concern and ask for confirmation. (“So, you want some more time. Is that right?”)
- Introduce Playfulness: Use the ‘just for fun’ word track to open up possibilities. (“Just for fun, if you did move forward, what would need to be true?”)
- Stack Carefully: Ask up to three clarifying questions, but don’t overdo it.
- Summarize and Close: Recap what you’ve learned and invite the customer to take the next step.
Structured Sales Scripts for Technicians like these not only improve your confidence but also create a natural, engaging flow that customers appreciate.
“From what I hear you saying you just want some more time. Is that correct? Yeah. Then you would roll in just for fun. Let’s just talk for a minute and say that that you did do it. What would need to be true in order for you to do this?”
Using these Word Tracks for Customer Objections and the Repeat and Approve Method in Sales helps you turn objections into opportunities—without ever sounding pushy or scripted.
3. Building Rapport—One ‘Just for Fun’ at a Time
When it comes to building rapport with clients in HVAC sales, the most effective strategies are often the simplest—and sometimes, the most unconventional. Instead of treating every customer interaction like a high-stakes chess match, consider approaching it more like improv. Let your personality show, even if you’re not the next Jim Carrey. The goal isn’t to put on a show or overwhelm your client with energy, but to inject just enough positivity and playfulness to make the conversation feel natural and inviting.
As Scott Bell, a respected sales coach, puts it:
“Remember, it’s just for fun. So, you kind of have to just just for fun. You might have to kind of chuckle a little bit and amp yourself like up just a like a smidge. Not like crazy town. Not like you’ve had 800 coffees or 27 Red Bulls…”
This advice is more than just a catchy soundbite—it’s a proven customer interaction strategy. When you approach a sales conversation with a light touch and a genuine smile, you help both yourself and your client relax. Playful language and a little laughter can ease anxiety, break down barriers, and set the stage for honest, productive dialogue. This is especially important in HVAC sales, where customers may already feel stressed about their home comfort or the potential costs involved.
Consider this: research shows that building trust and rapport before you even arrive on-site—such as calling ahead to introduce yourself or confirm the appointment—can significantly increase your sales conversion rates. By making that first contact friendly and a bit playful, you’re already lowering the client’s defenses. They’re more likely to see you as a partner, not just a salesperson.
In the field, the difference is clear. Take the example of a technician who, upon arriving at a customer’s home, greets them with a light-hearted comment about the weather or a gentle joke about the quirks of old thermostats. The customer’s shoulders relax. The conversation becomes less formal, more open. Suddenly, the client is sharing more about their needs, their concerns, and even their budget. This candidness is gold for any sales professional, as it allows you to tailor your solutions more precisely and, ultimately, close more deals.
Why does this work? It’s all about the science of connection. When you share a laugh—even a small one—your brain releases endorphins. These “feel-good” chemicals not only boost your own mood but also make you more likable in the eyes of your client. These little “laughter boosters” can be the difference between a cold, transactional exchange and a warm, memorable interaction. Clients are far more likely to say yes to someone they enjoy being around.
Of course, the key is to keep things genuine. You don’t need to force jokes or act like you’ve had “800 coffees or 27 Red Bulls.” It’s not about performing; it’s about being just a little more upbeat than usual. Scott Bell often recommends practicing this “just for fun” approach in non-sales settings—at the grocery store, with friends, or even with strangers in line. The more you practice, the more natural it will feel when you’re with a client.
Ultimately, improving client rapport in sales isn’t about memorizing scripts or following rigid processes. It’s about being present, authentic, and willing to let your personality shine through. When you make the conversation enjoyable—just for fun—you invite your clients to do the same. This openness leads to stronger relationships, higher sales volumes, and greater client loyalty over time.
As you refine your own approach, remember: the best sales conversations aren’t won by outmaneuvering your client, but by connecting with them. A little laughter, a touch of playfulness, and a genuine interest in their needs will set you apart. So, the next time you step into a sales call, amp yourself up just a smidge, share a chuckle, and watch as “just for fun” becomes your most powerful tool for building rapport—and winning the sale.
TL;DR: If you remember one thing: Using playful language like “just for fun” in your sales scripts doesn’t just put customers at ease—it unlocks honest dialogue and gives you a shot at building real trust. Try it tomorrow; you might surprise yourself.