Earl King

Earl
King
Consultant,
King Productions International
30

Earl King is the founder of King Productions International, a commercial HVAC contracting sales consulting firm based in Texas. He speaks to associations and HVAC trade groups, and consults with commercial contractors across the country. E-mail Earl at: rocketship9809@gmail.com or call him at 515/321-2426.

Articles
Firing someone for cause requires much documentation, but can save big money
Commercial HVAC Sales: "YOU'RE FIRED!"
When it comes to terminating an HVAC company employee for compromising behavior, it’s better to pay unemployment than to be on the losing end of a lawsuit.
Elmer Wheeler, America's #1 Salesman
Commercial HVAC Service Sales: Benefits Vs. Features
In the commercial HVAC world, as in any sales environment, benefit selling is the most basic, yet most overlooked, procedure in sales. Know your features, but explain how they benefit the facilities management customer.
Seven Key Commercial HVAC Employee Motivation Factors
For commercial HVAC contracting firms, sales motivation is vital for success. Motivating is an action verb, but the act of motivating takes time and planning. In other words, motivation is a continuous passive activity.
HVAC Commercial Service Agreements: Closing the Sale
Selling commercial HVAC service agreements require mechanical systems knowledge, a customer focus, and the ability to close sales.
Commercial HVAC Service: Preventive Vs. Breakdown Maintenance 
Many commercial HVAC contracting firms will sell stripped-down maintenance programs at a very low price. To counter that, you need sell the difference between a full service agreement and just breakdown service.
10 Pitfalls to Avoid in Commercial HVAC Service Sales
In the commercial HVAC world, when we have a run of “easy sales closes,” it’s tempting to leave out a step or two in the selling process to close the next deal. This is very bad.
Commercial HVAC Sales Success Via Customer Retention
As an HVAC salesperson, it's very easy to lose sight of existing customers in your hunt for new business. But that could be a serious error because you already have a relationship with them and they are more likely to buy more from you than someone you've never sold to before.
Defining the Role of the Commercial HVACR Contractor Sales Manager
Need a sales manager? Then follow the Sales 20% Rule: Every commercial HVACR contractor sales person eliminates 20% of the sales manager's personal selling requirments.
The Keepers of Your Commercial HVAC Company's Image
If perception is reality, then the perception that your commercial prospects develop of your company can seriously impact the success of your team’s selling cycle.
Drive Performance With Goal Setting
Almost a half a century ago, every major corporation was driven by goals. No suprise there, right? Back then, it was known as “management by objectives.” For many reasons, many managers have drifted away from this practice. If you ever feel more like a ...
Sales Technology Is da Bomb!
The service salesperson has never had it easier. The technology we have today means we can cover more ground, be more accurate, and take more knowledge into a prospect’s office. Back in the day, things were VERY different.
Getting to the "C-level" Decision-makers
Almost invariably, when I didn’t get the ink on the paper, I didn’t have all of the right decision makers present.
Networking: A Viable Lead Source?
. During the last few years, being earthbound, I have discovered what most sales people already knew: networking can pay huge dividends if properly implemented.
Sales Training for Success
Involuntary terminations of service sales personnel are far too common and far too expensive. A failing salesperson usually (and unfortunately) hangs around for close to a year before the relationship is severed. The employer not only loses the salary paid, but also employment taxes, car allowances, administrative costs, training costs, and other incidentals.
Timing and the Selling Cycle
It's been said many times that timing is everything. This is certainly true throughout the selling cycle. To illustrate, following is a case study that will also show even seasoned sales veterans aren't exempt from deal-killing mistakes.

HVACR/Hydronics Distribution Business

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