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.
Until recently, life cycle costing was a term used by large developers, real estate investors, and a handful of top commercial service sales people. Now, it's used by most real estate management firms. Simply stated, it's a method to identify a building's true costs of ownership. It's also the best (perhaps only) means of justifying the price of a commercial service agreement.
Some HVAC businesses have truck wraps that are so amazing in their design that customers WANT to call them back, just to have another look at their vehicles. Here are some truck wraps Graphic D-Signs has completed for many HVAC contractors.
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.