Charlie Greer

Tec Daddy,
HVAC Profit Boosters

Charlie Greer has put this presentation on a single audio CD called, "Quantifying Quality: How to BEAT LOW-BIDDERS. For more info on that product, and all of Charlie Greer's sales training, call 1-800-963-HVAC (4822) or go to, or call 1-800-963-HVAC (4822). E-mail Charlie at

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.
Goal for 2013: Stay Connected Online

Staying connected online is no longer an option, nor is it only for techno-nerds and large companies. It’s as important as the Yellow Pages used to be. Here are my suggestions for staying connected during the upcoming year.

As I wrote them out for you I realized I need to take a little of my own advice.

Will People Buy HVAC During the Holidays?
One of the reasons your sales may suffer during the holiday season is that you expect them to, and you just accept it as a fact of life. Consequently, it becomes a self-fulfilling prophecy.
Is Paying Straight Commission Dangerous?
Contractors wonder, “Will paying my techs straight commission turn honest people into liars and thieves and ruin my company’s reputation?”
Will Commission-based Pay Corrupt Your Techs?
I participated in a panel discussion on pricing at Mechanical Systems Week – HVAC Comfortech 2012. The topic of incentive-based or commission-based pay came up
The 'System Essentials' Handout
The easiest time to sell something to someone is right after they've gotten used to spending money with you. Most technicians stop selling once they get a "yes," and installers rarely try to sell upgrades. Here's a handout that techs and installers can give customers to read while they are working.
Increase Sales with the 'Done Deal' presentation
If your service technicians are generating lower-than-normal average service invoices because customers are turning down recommended services, it may be a good time for them to learn the "Done Deal" presentation.
The Top 10 List for Salespeople and Selling Techs
Here are 10 proven time-tested techniques that will improve the skills of any HVAC salesperson or selling technician.
Proper Use of the 'Optional Close'
People want options, and one of a salesman's best closing tools is the "optional close." The optional close is one in which instead of asking prospects whether they want to buy something or not, you ask which option they want to buy (see However, to use the optional close properly, you must be aware that there are good options and there are bad options.
Before Saying Anything …
Here are some sales truths.
Overcoming Objections for Appointment Sellers
As an appointment seller, you’re going to run into tough questions and objections, especially when there are other companies in your area who quote low hourly rates or other prices over the phone, or will run a service call for free.

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