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
Duct renovation refers to the process of testing, diagnosing, repairing, and balancing duct systems. Typically this service is offered to a customer at the time a contractor proposes an equipment replacement, although more contractors are including this offering with a service call when the need is apparent....More
What’s more thrilling as a business owner than bringing in a brand new customer? It’s proof that your company is good at what it does in multiple factors and should make a contracting business owner extremely proud of their marketing effort.