In sales, there’s a useful maxim called the “80/20 Rule.” In other words, a successful sales person does only twenty percent of the talking, and eighty percent of the listening.
We, however, would recommend a “40/40/20 Rule” when up-selling your customers to a Ultra-Aire system. That is, you want to spend twenty percent of your time talking, forty percent of your time listening, and the other forty percent observing.

Observe
Does the air conditioning system appear unusually inefficient? Are floorboards swelling and warping? Is there wood rot or pests? Do you see condensation and mold forming on surfaces in the basement? If so, chances are that your customer badly needs dehumidification.

Listen
Does your customer report unpleasant odors, allergy problems and other physical discomforts on an ongoing basis, despite repeated service calls? Are his or her air conditioning costs unusually high? Perhaps excess humidity is behind these problems.

Talk
Tell your customer how a Ultra-Aire system will keep the home at 50% or less relative humidity, which – according to the EPA – is necessary for safe, healthy air. No other home dehumidifier does that. Also explain that Ultra-Aire will protect the home’s structural integrity, by eliminating the conditions that promote wood rot, mold and termites.

And, to help further with your Ultra-Aire sell, we've provided the following downloadable PDF brochures for use during your presentation. These PDF brochures prove a very comprehensive introduction to the various Ultra-Aire units:

Ultra-Aire 65H PDF | Ultra-Aire 90H PDF | Ultra-Aire 100V PDF | Ultra-Aire XT150H PDF