Charlie Greer

Charlie
Greer
Tec Daddy,
HVAC Profit Boosters
141

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
Running the Call; Step 11: Making the HVAC Repairs
The manner in which you work can win over unhappy — even irate — HVAC customers … and anyone can do it.
Make Sure HVAC Customers Know You’re Serious

They don’t always buy right away.
Some people have a terrible time making decisions.

Presenting the Price and Closing an HVAC Sale
You’ve established the need and the sense of urgency for everything on the list. That’s called “presenting,” and anyone can do that. Now you’ve got to close it.
COMFORTECH PREVIEW: Preparing to Present
The most difficult part of becoming a top HVAC salesperson, and the most skipped part, is preparation.
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.
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