From Technician to Trusted Advisor: The Truth About Sales in Commercial HVAC

In this real and unfiltered conversation, Tony Mormino sits down with Ben Reed (guest host for HVAC Know It All) at AHR Expo 2025 to dive deep into one of the most misunderstood roles in our industry: sales—specifically, sales in commercial HVAC. Tony shares his personal story of growing up around HVAC, becoming a sales engineer, and how he learned the power of leading with education, empathy, and authenticity instead of slick pitches. Whether you’re a technician curious about the next step in your career, an engineer considering the jump to sales, or just someone navigating the commercial side of the trade—this video is packed with insights. Key topics include: What commercial HVAC sales really looks like (hint: it’s not golf and handshakes) How trust, not tactics, drives long-term business The unique role of the “owner sales” rep and how technicians can make the leap Real-world advice for navigating anxiety, burnout, and career change The rise of AI in HVAC and how it’s shaping the future of sales and service Honest stories. Practical advice. A few laughs. This one’s for the folks in the field, the office, and everywhere in between.