Charlie Greer

Charlie
Greer
Tec Daddy,
HVAC Profit Boosters
137

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
COMFORTECH PREVIEW: Charlie Greer's 'Paper Towel Close'
EFFECTIVE CLOSING should be part of your strategy to beat low-bidders. As part of his multi-step series in sales excellence, upcoming COMFORTECH 2016 presenter Charlie Greer shares one of his best, legitimate sales techniques. He says new technology, going paperless, and having neat paperwork are one thing; making residential HVAC sales is another.
The HVAC 'Repair vs. Replace' Scenario
'Repair vs. Replace' scenarios are tricky, because, once you bring up the topic of replacing the customer’s equipment, you stand the risk of the customer deciding to get bids, and you can wind up getting neither.
How to Run Air Conditioning Tune-up Calls
It probably costs you over $200 to generate a pre-season tune-up, and even more to run it. If your techs are only collecting for the tune-ups and maybe upgrading them to service agreements, you’re losing money on them.
Running the HVAC Call: The Complete Inspection  2
A complete HVAC system inspection on every single call is truly the road to a higher average service invoice.
A Superior Level of Service: Running the Call 
The Service Call begins before you knock on the door, and continues through to your greeting, your behavior towards the customer, and discussion of solutions.
A Superior Level of Service: Between Calls 
Positive thinking is essential to the success of an HVAC salesperson. Turn off the radio, and use your driving time to visualize success and mentally run through the next call.
5 Necessities for a Successful HVAC Sales Call
When these five things are in place, my success in HVAC sales is just about guaranteed.
It's Humidifier Season!
The peak heating season is the prime time of the year for central humidifier sales.
Project a ‘Positive Level of Expectation’
What is your level of expectation when you talk to people during your HVAC service calls?
HVAC Tec Daddy: Educating vs. Enlightening
Selling is not providing information. Selling is not answering questions. Selling is closing.
Before Recommending Anything . . .
Before making any recommendations or offering any advice, establish first in your own mind, then in your customer’s, the LOGICAL reason to take action.
Listen Your Way to Success
Good salespeople are thoughtful, actively engaged listeners.
Questions are the Answer!
The more your prospects talk, the more you’ll learn from them. The more you learn from them, the easier they are to sell.
Are You Talking Yourself Out of Sales?
You’ll never know the power and the magic of silence until you learn to silence yourself and let your prospects do most of the talking.
Do They HAVE to Like You? 1
Success in salesmanship is not personality driven. You can be utterly devoid of personality and still make it in sales.
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Apr 21, 2016
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May 12, 2015
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How to GET and KEEP More of the Business You Want

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