--- title: Listen Your Way Into More Sales With Gene Slade, the Sales Ninja description: The HVAC Sales Ninja, Gene Slade, is on The Sales Podcast with Wes Schaeffer, The Business Fixer, discussing the best lead generation tips today. image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-1888014.jpg --- [Skip to content](https://thesaleswhisperer.com/blog/gene-slade#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Get The Daily](https://thesaleswhisperer.com/daily) [Get The Daily](https://thesaleswhisperer.com/daily) Apr 07, 2025 # Listen Your Way Into More Sales With Gene Slade, the Sales Ninja ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/gene-slade) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/gene-slade) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/gene-slade) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/gene-slade) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/gene-slade) ## "Listen your way into sales." ***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***   [![Listed to The Sales Podcast on Spotify](https://no-cache.hubspot.com/cta/default/443614/interactive-185369604869.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLGocPDW1MlgA%2BkgQgWqGmx9uMTKrGFiroizshJrwpc%2FURUz3RTY%2FsIZQHeZCSPhhJ4p8AH6hUkR41opvBlQTnoc1TR1dFD7Q6J%2BX%2BU7vGRbycXcKQVwMylfFaUQKIeBj9838lu5w64ERd5E3pN8barQH28u8CYzv6njF9gFCeR4b5HckyYkRoFaQxlq31QVTHxN0ST1q3r2Erdqc4UGe4Q&webInteractiveContentId=185369604869&portalId=443614)   ## [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)   ## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)... Gene Slade shares his journey from working in HVAC to becoming a sales trainer, emphasizing the importance of adapting sales techniques in a rapidly changing industry. We get into the role of technology, particularly AI, in modern sales processes and the challenges faced by tradespeople today. Gene highlights the need for proper education in the HVAC industry to ensure quality service and customer satisfaction. In this conversation, Gene Slade discusses the current challenges in the financing landscape for contractors, emphasizing the importance of service departments and maintenance in the HVAC industry. He highlights the impact of rising interest rates and tariffs on the market, and shares insights on effective sales strategies, particularly the need for emotional connection and listening skills in sales. The discussion also touches on the human element in sales, stressing the importance of genuinely caring for clients. 00:00 Introduction to Gene Slade: The HVAC Hero 05:59 Transitioning from HVAC to Sales Training 12:15 The Evolution of Sales Techniques 18:59 The Role of AI in Modern Sales 22:13 Challenges in the HVAC Industry Today 22:32 Industry Financing Challenges 25:25 The Importance of Service Departments 27:35 Impact of Interest Rates and Tariffs 28:37 Sales Strategies for High Ticket Items 32:20 Listening as a Sales Tool 36:36 The Human Element in Sales [![Twelve weeks. Live deals. We start in 48 hours. Book The Fit Call](https://no-cache.hubspot.com/cta/default/443614/interactive-184500196010.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIWtbhbPN8CiA%2F9pjV%2BQQ%2BZ2DX0WxP1EW6V3DnEiYgFcwIoJtKM0Chcrk9a9tHj23ia2tn%2Fyz2OiylqI3CRyQ4C4jVDPnESV1ymsyXNZK1y7JlxjzBSBv7dpNMfz3q3Fu88cqs%2FHHsZFBKgu4zU%2F08C%2FyoOEgREFuiU%2FrVOh3m65D8aTnQlkSdbhwW8pIR5YJ2GjoVx9uaRmeN0kOPGtyAo&webInteractiveContentId=184500196010&portalId=443614)   - Gene Slade's background in HVAC laid the foundation for his sales career. - Sales techniques have evolved with technology, but core principles remain the same. - AI is transforming the way sales are conducted, especially in follow-ups. - The HVAC industry faces challenges due to regulations and lack of education. - Proper training is essential for tradespeople to succeed in a competitive market. - Salespeople must adapt to consumer skepticism in the digital age. - Using technology can enhance customer service and streamline processes. - Planning obsolescence affects product quality and consumer trust. - Education in installation practices is crucial for longevity of HVAC systems. - Sales training should focus on real-world applications and customer interactions. 50% to 60% of clients are not getting financing. - Contractors need to focus on service departments to survive. - Rising interest rates are affecting the housing market. - Salespeople must connect emotionally with clients. - Listening is a crucial skill in sales. - People spend money to escape pain more than for pleasure. - Sales strategies should focus on selling problems, not products. - Private equity firms often lack industry experience.s - Genuine care for clients leads to better sales outcomes. - There's a wealth of free content available for learning. > Get your service departments in order.” **GUEST INFO:** - Guest Site: [https://leadninjasystem.com/](https://leadninjasystem.com/) - Guest Site: https://geneslade.com/ - Guest LinkedIn: https://www.linkedin.com/in/geneslade/ - Guest X: https://x.com/genesslade - Guest Instagram: https://www.instagram.com/geneslade/ ## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast [![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIiLglCtm7ayPp3ep4YuFgyxWrco6FFFBMpV9W9RQNmAxz2QuTbGM2kujSHJLHhggeES6HjlGZ04A8eCCxMLj36aPoZiBF87wHEcD3rRdfIp8ebXiEFxNHiCkwXBrskoQztBeAwAG06ERNtFXHj1a8c%2BnIlElxjHAlIz%2FbBBAb0FHfZ8x8jy0j6XlWVdYqAkUIYfZJVaoYu&webInteractiveContentId=178194433547&portalId=443614) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## Related posts [![Grow Your Sales With Inbound Marketing, Ashli Avalon, Sarah Thompson](https://thesaleswhisperer.com/hs-fs/hubfs/Grow%20Sales%20With%20Inbound%20Marketing%20Experts%2c%20Ashli%20Avalon%2c%20Sarah%20Thompson.png?height=200&name=Grow%20Sales%20With%20Inbound%20Marketing%20Experts%2c%20Ashli%20Avalon%2c%20Sarah%20Thompson.png)](https://thesaleswhisperer.com/blog/ashli-avalon-inbound-marketing) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [Grow Your Sales With Inbound Marketing, Ashli Avalon, Sarah Thompson](https://thesaleswhisperer.com/blog/ashli-avalon-inbound-marketing) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) May 14, 2018 When done correctly, inbound marketing is a fast and profitable way to grow sales Stream below or... [Read more](https://thesaleswhisperer.com/blog/ashli-avalon-inbound-marketing) [![Pendulum Book Review on The Sales Podcast — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-1888014.jpg?height=200&name=pexels-1888014.jpg)](https://thesaleswhisperer.com/blog/pendulum-roy-h-williams) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [Pendulum Book Review on The Sales Podcast](https://thesaleswhisperer.com/blog/pendulum-roy-h-williams) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Jul 07, 2021 Roy H. Williams and Michael Drew [Read more](https://thesaleswhisperer.com/blog/pendulum-roy-h-williams) [![](https://thesaleswhisperer.com/hs-fs/hubfs/Sales%20Books/The-No-Shit-Sales-Journal.jpg?height=200&name=The-No-Shit-Sales-Journal.jpg)](https://thesaleswhisperer.com/blog/carson-cook) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [The No Shit Sales Journal Sales Creator, Carson Cook](https://thesaleswhisperer.com/blog/carson-cook) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) May 19, 2019 Your Potty Mouth May Be an Asset . 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