Heating and cooling sales in today’s economy present unique challenges
Salespeople, regardless of industry, should never stop learning. Like a coach should never stop holding practices for his athletes, or a body builder should never stop working out — HVAC sales require...
View ArticleHVAC salespeople: the technician experts
Great HVAC salespeople know what they’re talking about. They know how to maintain a heating and cooling system, understands pricing, and what constitutes a capable technician. They are experts. Here...
View ArticleGood HVAC salespeople fail, too
Even the best HVAC salespeople experience failure now and then. It’s how you choose to deal with it that matters. Take the following tips to your next HVAC sales call: 1. Follow up in an appropriate...
View ArticleIs your staff large enough?
While much of the HVAC industry is filled with smaller businesses, that doesn’t mean a small staff will cover your needs. This all depends on several factors — is your business established or are you...
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Introducing yourself to customers
First impressions say it all. Make it worth something. In a recent article from Inc.com, Jeff describes a personal account of how a new acquaintance in a non-business setting can quickly turn into an...
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How “Full of It” Are You?
Think you can talk the talk without having to walk the walk? Test your HVAC knowledge with this quiz to see how well you understand the industry. The HVAC Quiz What is the most commonly asked HVAC...
View ArticleDon’t Sell Products; Sell Comfort!
By Dave Nichols As HVAC dealers and Comfort Advisors, you obviously want to sell products to your customers in order for your business to succeed. But what you should realize is that there are ample...
View ArticleHomeowner Speak (Say This, Not That)
By Dave Nichols When you’re in a customer’s home on a service call giving your sales presentation, it’s kind of like a “Choose Your Own Adventure” book — you have to choose the path you want to take...
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