How To Establish Rapport With The Customer
Dress properly. In most cases you should wear a clean uniform. Smile and maintain eye contact. Have a well-prepared opening...
Features Versus Benefits
Heating and air conditioning system features mean nothing to the average client. You must sell benefits, not features. They are...
Tips for Successfully Selling Heating and Air Conditioning
Be well prepared for the sales call and treat it like the opportunity that it is. Organize your forms and...
Co-Worker Sales and Compensation Bonus Guide – HVAC
The Co-Worker Sales and Compensation Bonus Guide was designed for heating and air-conditioning companies who wish to pay their co-workers (employees)...
Ten Reasons Why You Did Not Get The Sale
Failure to offer financing – specifically low payments. You did not speak about benefits, you spoke about features. Failure to...
What Compels a Client to Make a Purchase?
There are three conditions that must exist before a client will make a purchase. The client must have a general...
Are You A Salesperson Or Bidder? Take The Test
Are 60% of the jobs you sell basic equipment such as 10 SEER and 80? Is your gross profit margin...
How to Protect Your Service Construction Business from Embezzlement
Do you own or manage an air conditioning, heating (HVAC), plumbing, electrical service, or construction business? Do you prefer to...
Interdepartmental Billing & Why You Should Care
This article was written with the HVAC, plumbing, electrical, and refrigeration industries in mind. All service and construction related contractors will...
Common Flat Rate Pricing Mistakes
Flat Rate Pricing Introduction This article was especially written for service technicians and service department managers who use flat rate...