The Time to Close the Sale is Before the Sales Process Begins
The most important part of the sales process is the close. You can think of the close as the point...
HVAC Grammar School
Mar 26, 2010
People judge us by the words we use. Fair or not, society makes snap judgments on things like intelligence, honesty,...
How To Establish Rapport With The Customer
Mar 25, 2010
Dress properly. In most cases you should wear a clean uniform. Smile and maintain eye contact. Have a well-prepared opening...
Features Versus Benefits
Mar 25, 2010
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
Mar 25, 2010
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
Mar 25, 2010
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
Mar 25, 2010
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?
Mar 25, 2010
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
Mar 21, 2010
Are 60% of the jobs you sell basic equipment such as 10 SEER and 80? Is your gross profit margin...
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