Charlie Greer

Articles by Charlie Greer
Tec Daddy's Corner: To Close More HVAC Sales, Make It Short and Simple
When it comes to closing and HVAC sale, we often are too "talky" in an effort to help consumers make informed decision. STOP! It Doesn't work. Here are tips to help you close more HVAC sales faster.
Tec Daddy Says Residential HVAC Contractors Can Make Money on Pre-Season Tune-Ups
Pre-season tune-ups on residential HVAC systems are a dangerous, double-edged sword. Here are some tips on how to make tune-ups work well for you.
Do You Hate Jerky HVAC Customers? Remember, They Buy Too!
Selling HVAC systems isn't easy. In fact, sometimes contractors will find residential customers to be just plain rude. And that isn't necessarily a bad thing.
Resolve to Sell More in 2014
For 2014 you’re going to commit to selling more, reaching your goals, staying motivated, and living a better life. Here’s how you're going to do it.
Five Common Misunderstandings About Salesmanship
There are five aspects about salesmanship that are often misunderstood: enthusiasm, showmanship, the concept that more is better, body language, and making multiple closing attempts. Let's shed some light on these.
Now is the Time to Sell More Humidifiers
Heating season is the time to sell humidifiers! Charlie Greer offers his best tips on how to do it.
High-Pressure Selling Doesn’t Work!
It can be a tough lesson to learn for salespeople who were trained to close the sale or die trying, but a "soft" approach works better than the hard-sell with homeowners.
HVAC Sales: Save Your Ammo
When running HVAC sales calls, every word that comes of your mouth is nothing more than an opportunity to get into trouble. How much should you say? Only enough to make the sale. No more.
Sell By Creating ‘Verbal Infomercials’
Don't try to sell HVAC equipment. Instead, paint verbal pictures of how happy, satisfied, and smart a homeowner is for choosing to invest in a home comfort system.
Let's Get Serious About Tech Sales
Make no mistake: sales technician is a sales position. Here's how to help your techs be successful in sales.
How To Stay Profitable This Summer
When the weather heats up, many contractors going into "battlefield hospital" mode. Here's why that's exactly the wrong thing to do.
UV Lights: Why and How to Sell Them 2
If your technicians aren't recommending ultraviolet (UV) lights to your customers, they're doing the customers and your company a disservice.
Are Your Loss-Leaders Losers?
Selling additional parts, services, and upgrades on pre-season HVAC tune-up calls is a perfectly legitimate way to make those calls profitable while providing customers things they need.
Easy Sales to Make on Spring Tune-ups
If your service technicians run spring tune-up calls in a routine manner and don’t sell any additional work, these calls can lose money. Or, they can be run in a way that makes them your most profitable calls.
For Valentines’ Day, Go For The Close!
When it comes to residential heating and air conditioning sales, you don’t always have to ask people to buy. You can ask them if seems affordable, or makes sense, or if what you’re offering is something they’d like to have. If you get any response other than a direct no, assume they’ve bought and congratulate them on their purchase.

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The NATE Magazine is the official publication of North American Technician Excellence, the nation’s largest non-profit certification organization for heating, ventilation, air conditioning and refrigeration technicians.

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