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.
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.
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.
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.
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 ...
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.
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.
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.
Insurance sales is a difficult job, because it's difficult to sell an intangible benefit. Selling something that can't be seen or touched requires special selling skills and visuals. In past articles, I've written about the all-important selling tools that myself and other sales professionals swear by. As our industry changes, due to increased competition, and in an economy demanding the lowest price for everything, we must also change.
Air conditioning and related product sales really got heated during the 1960s. Residential HVAC became more accessible for more homeowners, and building owners were having rooftop systems installed on new and existing buildings. Here's a gallery of HVACR advertising from the 1960s.
Commercial, industrial and residential contractors will want to check out these products! Take a look at an air-cooled liquid chiller, dampers, trade professional gloves, air curtains, a water-source HVAC system and hand-held IAQ monitor, just to name a few! Don't forget to click on the manufacturers' link for more info.
In the HVAC market this month we're showcasing commercial products like a mixed-flow exhaust fan, air-cooled scroll chiller, and a flanged globe valve linkage. For residential contractors there's a split-system air conditioner, communicating wall control, and an AC compressor lift. Our July Product Showcase Award goes to Mr.PEX Systems and their integrated dynamic control system which won in the Controls category.
New technology allows a current switch to be configured outside of an electrical enclosure and installed on a cold wire, thereby eliminating the need for a PPE suite and preventing arc flash hazard. PPE suits, worn by technicians working in a live enclosure, are often cumbersome and can hinder the installer’s ability to configure an adjustable current switch....More
The NATE Magazine is the official publication of North American Technician Excellence, the nation’s largest non-profit certification organization for heating, ventilation, air conditioning and refrigeration technicians.