Earl King http://contractingbusiness.com/taxonomy/term/23511/more en Commercial HVAC Sales: "YOU'RE FIRED!" http://contractingbusiness.com/earl-king/commercial-hvac-sales-youre-fired <div class="node-body article-body">When it comes to terminating an HVAC company employee for compromising behavior, it’s better to pay unemployment than to be on the losing end of a lawsuit.</div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/earl-king/commercial-hvac-sales-youre-fired" target="_blank">read more</a></p> http://contractingbusiness.com/earl-king/commercial-hvac-sales-youre-fired#comments Commercial HVAC Earl King Service Mon, 04 Aug 2014 14:41:00 +0000 26441 at http://contractingbusiness.com Photographer: Ljupco for the iStock collection. Item number: 459873781 Commercial HVAC Service Sales: Benefits Vs. Features http://contractingbusiness.com/earl-king/commercial-hvac-service-sales-benefits-vs-features <div class="node-body article-body">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.</div> <div class="field-content-focus"> <span>Content Classification:&nbsp;</span> influencer </div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/earl-king/commercial-hvac-service-sales-benefits-vs-features" target="_blank">read more</a></p> http://contractingbusiness.com/earl-king/commercial-hvac-service-sales-benefits-vs-features#comments Commercial HVAC Earl King Service Mon, 19 May 2014 13:14:00 +0000 24991 at http://contractingbusiness.com <p>America&#39;s number one salesman, Elmer Wheeler and his 5 selling points. Read his book &quot;Tested Sentences That Sell&quot; at <a class="yt-uix-redirect-link" dir="ltr" href="http://www.elmerwheelerbooks.com" rel="nofollow" target="_blank" title="http://www.elmerwheelerbooks.com">http://www.elmerwheelerbooks.com</a>.</p> Seven Key Commercial HVAC Employee Motivation Factors http://contractingbusiness.com/earl-king/seven-key-commercial-hvac-employee-motivation-factors <div class="node-body gallery-body">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.</div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/earl-king/seven-key-commercial-hvac-employee-motivation-factors" target="_blank">read more</a></p> http://contractingbusiness.com/earl-king/seven-key-commercial-hvac-employee-motivation-factors#comments Commercial HVAC Earl King Service Wed, 02 Apr 2014 18:52:00 +0000 24091 at http://contractingbusiness.com HVAC Commercial Service Agreements: Closing the Sale http://contractingbusiness.com/earl-king/hvac-commercial-service-agreements-closing-sale <div class="field-deck"> Earl King continues to bring his expertise to the audience of Contracting Business.com </div> <div class="node-body article-body">Selling commercial HVAC service agreements require mechanical systems knowledge, a customer focus, and the ability to close sales.</div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/earl-king/hvac-commercial-service-agreements-closing-sale" target="_blank">read more</a></p> http://contractingbusiness.com/earl-king/hvac-commercial-service-agreements-closing-sale#comments Commercial HVAC Earl King Service Tue, 11 Feb 2014 17:24:00 +0000 22971 at http://contractingbusiness.com CrystalGraphics.com Commercial HVAC Service: Preventive Vs. Breakdown Maintenance http://contractingbusiness.com/earl-king/commercial-hvac-service-preventive-vs-breakdown-maintenance <div class="field-deck"> Have you ever noticed that the more a customer invests in planned maintenance, the less they spend on repairs and replacement? </div> <div class="node-body article-body">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.</div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/earl-king/commercial-hvac-service-preventive-vs-breakdown-maintenance" target="_blank">read more</a></p> http://contractingbusiness.com/earl-king/commercial-hvac-service-preventive-vs-breakdown-maintenance#comments Earl King Silver Fri, 06 Dec 2013 17:57:00 +0000 21301 at http://contractingbusiness.com <p>Photo from Commercial Tech Inc., a Virginia-based commercial contracting firm: <a href="http://www.commercialtech.com" target="_blank">www.commercialtech.com</a></p> 10 Pitfalls to Avoid in Commercial HVAC Service Sales http://contractingbusiness.com/earl-king/10-pitfalls-avoid-commercial-hvac-service-sales <div class="field-deck"> Don't get too comfortable with selling success. That can actually hurt you down the road </div> <div class="node-body article-body">In the commercial HVAC world, when we have a run of “easy sales closes,” it’s tempting to leave out a step or two in the selling process to close the next deal. This is very bad. </div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/earl-king/10-pitfalls-avoid-commercial-hvac-service-sales" target="_blank">read more</a></p> http://contractingbusiness.com/earl-king/10-pitfalls-avoid-commercial-hvac-service-sales#comments Commercial HVAC Earl King Wed, 09 Oct 2013 17:21:00 +0000 19751 at http://contractingbusiness.com The Keepers of Your Commercial HVAC Company's Image http://contractingbusiness.com/earl-king/keepers-your-commercial-hvac-companys-image <div class="field-deck"> You and your employees can do a thousand “right” things that can be easily destroyed by someone doing one wrong thing. </div> <div class="node-body article-body">If perception is reality, then the perception that your commercial prospects develop of your company can seriously impact the success of your team’s selling cycle. </div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/earl-king/keepers-your-commercial-hvac-companys-image" target="_blank">read more</a></p> http://contractingbusiness.com/earl-king/keepers-your-commercial-hvac-companys-image#comments Commercial HVAC Earl King Wed, 09 Jan 2013 18:27:00 +0000 11941 at http://contractingbusiness.com Drive Performance With Goal Setting http://contractingbusiness.com/mag/drive-perf-goal-setting-1112 <div class="node-body article-body">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 ...</div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/mag/drive-perf-goal-setting-1112" target="_blank">read more</a></p> http://contractingbusiness.com/mag/drive-perf-goal-setting-1112#comments Earl King Fri, 09 Nov 2012 15:41:00 +0000 9241 at http://contractingbusiness.com Sales Technology Is da Bomb! http://contractingbusiness.com/earl-king/sales-technology-da-bomb <div class="field-byline"> EARL KING </div> <div class="node-body article-body">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.</div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/earl-king/sales-technology-da-bomb" target="_blank">read more</a></p> http://contractingbusiness.com/earl-king/sales-technology-da-bomb#comments Earl King Tue, 04 Sep 2012 19:39:00 +0000 9155 at http://contractingbusiness.com Personal Power = Sales Success http://contractingbusiness.com/archive/personal-power-sales-success <div class="field-byline"> COMMERCIAL SERVICE SALES BY EARL KING </div> <div class="node-body article-body">Of all the questions I field each month, the most perplexing and difficult to answer is "what is the common trait among very successful sales people?"</div> <div class="og_rss_groups"></div><p><a href="http://contractingbusiness.com/archive/personal-power-sales-success" target="_blank">read more</a></p> http://contractingbusiness.com/archive/personal-power-sales-success#comments Earl King Archive contractingbusiness.com/columnists Fri, 01 Jun 2012 16:00:00 +0000 9823 at http://contractingbusiness.com