A few years ago, I nearly bought a washing machine I didn’t need—simply because the salesperson’s nervous energy made me feel awkward enough to almost say yes, just to escape. If that’s never happened to you, consider yourself lucky (or very good at spotting the warning signs). In HVAC sales, this sort of high-pressure encounter has a name: ‘commission breath.’ You probably run into it more than you think, whether you’re selling or just witnessing it. Let’s dig into how this hidden vibe can haunt your bottom line… and what you can do about it, starting today.
The Unseen Stench: What ‘Commission Breath’ Actually Is (Yes, Customers Can Smell It)
In HVAC technician sales, there’s an invisible force that can sabotage even the most technically perfect presentation: commission breath. This isn’t just a catchy phrase—it’s a real phenomenon that buyers sense instantly, and it can ruin your chances of building trust in sales. Let’s break down what commission breath really is, why it matters, and how you might be giving it off without even realizing it.
What Is Commission Breath?
Commission breath is the unmistakable vibe you give off when you need the sale more than the customer needs your service. It’s not about being pushy or persistent; it’s about the subtle signals of desperation—your tone, your body language, even your choice of words. As Scott Bell puts it,
Your buyer, your potential buyer 100% picks up on it.
Whether you’re an HVAC technician or a seasoned salesperson, nobody is immune. If you’re worried about bills, recovering from a Vegas weekend, or just in a sales slump, that energy leaks into your presentation.
Personal Anecdote: The Day I Realized I Had Commission Breath
I’ll never forget the moment it hit me. I was explaining a new HVAC system to a homeowner, and halfway through, she crossed her arms, leaned back, and stopped making eye contact. I was confused—my pitch was solid. But looking back, I realize I was projecting my own stress about meeting my monthly quota. My need for the sale overshadowed her needs, and she could sense it. That day, I learned that buyer psychology is about more than logic—it’s about energy.
Buyer Psychology: Why Customers Flee Desperation
Humans are hardwired to detect neediness. When a salesperson seems desperate, buyers instinctively put up walls. This is a defense mechanism—if they feel you’re more interested in your commission than their comfort, they’ll resist, stall, or walk away. Research shows that signs of desperation in sales trigger resistance, making it nearly impossible to build trust in sales or close the deal.
Wild Card: Your Energy Is Like Cologne
Think of your energy during a sales call like cologne. A little confidence is attractive, but too much desperation is overpowering—people want to escape. Even if you try to hide your stress, it seeps out in your voice, your pacing, and your urgency. Customers notice when your “need” outweighs their “want.”
Are You Giving Off Commission Breath? Signs to Watch For
- You talk more than you listen, rushing to close the deal.
- Your tone is tense, hurried, or overly enthusiastic.
- Customers cross their arms, avoid eye contact, or cut the meeting short.
- You feel anxious before or during presentations, especially if you’re behind on sales goals.
- You focus on your needs (“I need this sale”) instead of the customer’s needs (“How can I help?”).
Remember, commission breath is detectable as desperation, not confidence. It affects both HVAC technicians and salespeople, and it’s a major reason why buyers resist—even when your solution is perfect for them.
Mirror, Mirror: Spotting (and Stopping) Desperation in Your Sales Process
Improving your HVAC sales process starts with a hard look in the mirror. Self-awareness in sales is the foundation for real change, especially when it comes to eliminating desperation—often called “commission breath.” If you want to elevate your sales conversations and mindset energy, you need to spot the subtle signals you’re sending, often without even realizing it.
DIY Experiment: Record or Reflect Before and After Sales Calls
One of the most effective ways to uncover hidden habits is to record yourself or jot down notes before and after each sales call. What words do you use to describe your mood or expectations? Are you anxious, frustrated, or worried about hearing “I want to think about it” or “I need three bids”? These thoughts shape your energy and presentation—often more than you realize.
When you review your recordings or notes, you might be surprised by what you find. Your tone, urgency, and even the language you use can reveal desperation. This is the first step in self-awareness sales improvement: seeing yourself as your customer does.
Common Denominators: Tone, Urgency, and Scarcity Language
Desperation in sales conversations often shows up in predictable ways:
- Tone: Speaking too quickly, sounding tense, or using a pleading voice.
- Urgency: Pushing for a fast decision or emphasizing how little time is left.
- Scarcity Tactics: Saying things like “only a few left” or “you have to sign now.”
These habits don’t just make you look desperate—they make customers uncomfortable and less likely to trust you. When your sales mindset energy is off, it’s almost guaranteed your results will suffer.
Skeptical? Try the 24-Hour Observation Challenge
If you’re not convinced, set yourself a 24-hour challenge. For the next day, observe every sales interaction—yours and others’. Don’t judge, just take notes. Where do you see desperation? Is it in your pitch, your follow-up, or your closing techniques? You may be surprised to find that the habits you dislike in others are showing up in your own HVAC sales process.
Scott recommends extending this to 72 hours for deeper insight. The goal isn’t to criticize but to recognize patterns. As the saying goes:
You have to check yourself before you wreck yourself.
Self-Awareness Hack: Activate Your Reticular Activating System
Here’s a practical self-awareness hack: use your brain’s reticular activating system (RAS) to program yourself to spot commission breath. For the next 24 hours, tell yourself, “I’m looking for signs of desperation in sales conversations.” This primes your mind to notice tone, urgency, and scarcity language—both in yourself and others.
Take out your phone or a notepad and jot down every example you see. Over time, you’ll notice common denominators and triggers. This real-time observation is uncomfortable, but it’s the starting line for sales conversations improvement and a more professional, trustworthy HVAC sales process.
Stress, Slumps, and the Four Horsemen of Commission Disaster
In HVAC sales, your mindset and emotional energy are just as important as your technical knowledge. When you’re under pressure, “commission breath”—that desperate energy customers sense when you need a sale—can sabotage even the best sales pitch. Understanding and managing your internal state is a core HVAC sales tip for building trust and closing deals.
The Four Horsemen: Top Triggers for Commission Breath
Scott highlights four critical danger zones where commission breath is most likely to strike:
- Relationship stress: Arguments or tension at home can follow you to work, clouding your judgment and making you more reactive with customers.
- Financial worries: When your bank account is low, the pressure to close deals ramps up—and buyers can sense your anxiety.
- Sales slumps: Missing deal after deal chips away at your confidence, making you more likely to push too hard or sound insincere.
- High stress: General life stress, whether from work or personal issues, can leave you distracted and off your game during sales calls.
The times that you’re the most susceptible…is when you’re fighting in a relationship, when you are stressed out, when you’re not closing deals, and when you’re low on funds.
Murphy’s Law of Sales: The Harder You Push, the Worse It Gets
Ironically, the more you force a sale when you’re in these danger zones, the less likely you are to succeed. Customers pick up on subtle cues—nervous energy, rushed explanations, or overpromising—that trigger their own resistance and skepticism. This is the classic Murphy’s Law of sales: the more desperate you feel, the more elusive the deal becomes. Emotional control in sales isn’t just about staying calm; it’s about projecting genuine confidence and professionalism, no matter what’s happening behind the scenes.
Managing Stress: The Foundation of Sales Success
Effective communication in HVAC sales starts with self-management. If you’re not in control of your own emotions, you can’t expect to guide the conversation or build trust with your clients. Managing stress in sales is as vital as knowing your product specs or pricing. Recognize your triggers—those moments when personal turmoil threatens to spill over into your customer interactions.
- Recognize your triggers: Notice when you’re entering one of the four danger zones. Self-awareness is the first step to regaining control.
- Prepare in advance: If you know you’re stressed or distracted, take a few minutes before each meeting to reset your mindset.
Quick Fixes: Ground Yourself Before Every Sales Call
Before meeting with a customer, try one of these quick techniques to reset your energy and mindset:
- Deep breathing: A few slow, deep breaths can calm your nerves and sharpen your focus.
- Short walk: Stepping outside or moving around helps clear your head and release tension.
- Power pose: Stand tall, shoulders back—this simple act can boost your confidence and energy.
Professionalism in HVAC sales means separating your personal stress from your customer interactions. By mastering emotional control and managing your sales mindset energy, you’ll avoid the pitfalls of commission breath and build lasting trust with your clients.
Turning the Tables: Flip Desperation Into Authentic Connection
Imagine walking into a customer’s home not with the invisible cloud of “commission breath,” but with what we’ll call “confidence breath.” What if, instead of feeling the pressure to close a sale, your presence alone reassured clients that you genuinely care about their comfort and needs? This is the transformation that separates average HVAC salespeople from trusted advisors. When you shift your mindset from desperation to authentic connection, you don’t just improve your close rate—you build lasting trust in sales.
One of the most effective HVAC sales tips is surprisingly simple: reach out to your customer before you arrive. A quick call, email, or text can set the tone, showing you respect their time and are eager to help. As industry research confirms,
Building trust and rapport by calling customers before arrival is a key sales tip for HVAC technicians.
This small gesture breaks the ice and makes the in-person conversation feel more natural, reducing resistance and opening the door to genuine dialogue.
Sales coaching in HVAC often emphasizes product knowledge and closing techniques, but the real magic happens when you embrace a “less is more” approach. Instead of pushing products, practice genuine curiosity. Ask questions, listen actively, and let the customer’s needs guide the conversation. Clients can sense when you’re more interested in helping than selling, and this authenticity is what builds rapport. Remember, sales techniques HVAC professionals use most effectively are those rooted in empathy and understanding, not pressure.
Here’s a pro tip: before every appointment, take a moment to reflect on your approach. Are you focused on meeting a quota, or on solving a problem? Regular self-assessment and ongoing sales coaching HVAC professionals invest in can help you spot areas for growth. This habit builds emotional intelligence, making your sales presentations more effective and your interactions more sincere. When you invest in your own development, you naturally project confidence instead of desperation.
To truly understand the customer experience, try a wild card exercise: imagine yourself as a mystery shopper. How do you react when a salesperson is pushy or seems desperate? Now, think about those who treat you like a partner, listening and offering solutions tailored to your needs. The difference is night and day. By seeing yourself through the customer’s eyes, you can uncover hidden opportunities to improve your communication style and build stronger relationships.
In the end, flipping the script from desperation to authentic connection isn’t just about selling more—it’s about becoming the kind of HVAC professional clients trust and recommend. Building genuine rapport reduces sales resistance and leads to more referrals and repeat business. Start with a simple pre-call, stay curious, invest in ongoing training, and always put the customer’s needs first. That’s how you turn “commission breath” into “confidence breath”—and fix your HVAC sales approach for good.
TL;DR: Don’t let desperation drive your sales—self-awareness, emotional control, and honest communication will help you ditch ‘commission breath’ for good. Choose professionalism over panic, and your results (and customer relationships) will thank you.