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
This is shaping up to be a very good year for the air conditioning industry. The economy is coming along. Optimism is in the air. A mild winter portends a hot summer. The only thing that can stop you is a lack of butts in trucks. Here’s how to fix that.
You should be in full-fledged recruiting mode right now. Hire before you need people. If you wait until, it’s too late.
Define Your Criteria...More
The ISO 9001:2008 standard is based on a number of quality management principles including a strong customer focus, the motivation and implication of top management, the process approach and continual improvement....More
This award goes to an independently owned and operated residential heating and air conditioning contractor who personifies excellence in business management, service, installation, training, and industry involvement....More