Most system selection processes in the HVAC industry take a long time because of indecisive customers, probably with so many options or the layout of their homes. Therefore, closing deals is difficult, tedious, and time-consuming. Sam Wakefield explains why it takes only four words to keep the ball rolling and the buyers interested: “the next steps are.” He dissects various HVAC purchasing scenarios, detailing which areas consultants usually find quite challenging to navigate and the best strategies to use to avoid being stuck in an eternal loop without making a sale.