Tec Daddy Confessions: The Home Depot Experience
I have a confession to make: I bought air conditioning from the Home Depot and had them install it. The Situation I live in a 25 to 30-year-old, U-shaped,...
Persistence Pays Off: A Chat with an Idol
Jason Young is an example of how perseverance pays off. He made it to the finals in Comfortech Idol 2004, but lost in a tight race to Michael Youngs. He returned to Comfortech Idol in 2005, determined to win . . . and he did!...
Keep a Positive Level of Expectation
Success, in sales or otherwise, is a result of your state of mind. Get your mental life together and the rest of your life, including your sales calls,...
Getting Back in the Door
One of my favorite myths of HVAC sales is that if you don't make the sale on the call when you presented the price, you don't have a chance. That's just...
Seven Ways to KNOW Your Competition
Success in sales is as much a result of good information management as it is a result of a good sales pitch. In fact, competitive intelligence will get...
It's OK to Prejudge Your Calls
ve worked at companies where they wont tell you anything about the calls youre supposed to run because they dont want you to prejudge the call on the...
What Kind of COMPANY Are You Running? Make Your Service Team a Sales Team
re not running a service company. Youre running a sales company, and what you sell is service. Your service technicians are your reluctant sales force....
Customers Don't Have To Like You
The struggling HVAC salesman told me, I figure the purpose of my job is to make friends. Id been asked to visit this HVAC salesman because he had such...
Exemplifying Excellence in HVAC Sales: Profile of Comfortech Idol
Thousands of conversations with salespeople have led me to the conclusion that the vast majority of them have a warped idea as to what sales and selling...
Prospecting For Commercial Service Agreements
Last month, I described a commercial service agreement that would allow you to provide full parts and labor coverage onimg src="/images/archive/6134cgreerjpg_00000000259.jpg"...
Pricing and Selling Commercial Service Agreements
Here's a step-by-step system that allows you to price out a parts, labor, and preventive maintenance agreement on nearly any size equipment of nearly any age in nearly any condition without requiring a large initial investment on the part of the customer. The system also will help you get paid to inspect the equipment. Additionally, it holds the possibility of built-in guaranteed replacement sales at a pre-negotiated price....
5 Secret Scientific Facts Help Close More Sales
The general assumption is that selling is not a science; that it's more a matter of intuition and word games. That assumption is wrong. As it works out, knowledge of the brain's chemistry, somatic responses, behavioral science, and post-hypnotic suggestion will help you make sales. ...
Conflicts Between Salespeople & Service Technicians: 6 Myths Debunked
You've heard them before - those contractors who lament how tough business is, but who ardently argue against having their service technicians sell replacement equipment. The excuses are many. In my experience, however, their reasons can be boiled down to six basic myths....
I've Seen The Truth, And It Makes No Sense
Here we are, between seasons; still recovering from the summer. Who wants to hear me drone on about the trials, tribulations and shortcomings of the hardworking...
