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....More
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....More
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 ......More
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....More
When measuring and diagnosing the operation and performance of an HVAC system, the timing and measurement are critical. Ideally, the system should be calling for full heating or cooling, and fan speed so it can reach a stable operating condition. Let’s take a closer look at what constitutes stable operating conditions so your test data allows you to accurately diagnose the performance and operation of your systems.
Why is Stability So Important?...More