Charlie Greer

Charlie
Greer
Tec Daddy,
HVAC Profit Boosters
123

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 www.hvacprofitboosters.com, or call 1-800-963-HVAC (4822). E-mail Charlie at Charlie@charliegreer.com.

Articles
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.
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?”
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