Jun 2, 2011 | HVAC, Sales
Gen Y are approximately 19-28 and, because they are “newer”, there is less known about how to sell to them than the older generations. They are among the most comfortable of all groups with technology and most actually expect it. They are among the most active social...
Jun 1, 2011 | HVAC, Sales
Finally there is a video demonstration of the best-practices of the best-in-class service and maintenance technicians who consistently create the highest customer satisfaction AND produce the best sales results with service agreements, accessory/enhancement, generate...
May 26, 2011 | HVAC, Sales
Flight controller, drill instructor, traffic cop, mental health counselor…welcome to the word of the HVAC dispatcher. Anxious customers, impatient customers, angry customers (the happy ones rarely call) not to mention the varying moods of technicians, comfort advisors...
May 23, 2011 | HVAC, Sales
The Gen X’ers are between 29 and 43 years old. They are accustomed to continuous changes in a technological world and assume nothing is permanent. They tend to be a pessimistic group, having watched their parents lose their jobs and careers and accordingly are less...
May 20, 2011 | HVAC, Marketing, Sales
Every one of you reading this knows that placing yard signs is good in growing top-of-the-mind awareness and generating neighborhood sales leads. And yet I’ll wager that maybe 1 in 500 contractors consistently does it. There are probably lots of “good” reasons why you...
May 16, 2011 | HVAC, Sales
Yak yak yak yak yak yak yak yak… Yep, that’s what we do. Sales people are so excited about their product or service, so conscious as coming across as the expert, so determined to make the sale that we end up drowning them with a torrent of information thinking this is...
May 9, 2011 | HVAC, Sales
In a recent USA Today article it was suggested that consumers are saving at over twice the rate that they had been in the recent past. It also said that people with money are cautious about spending it…a new trend among the cash-rich. It makes sense that in these...
May 4, 2011 | HVAC, Sales
The Veterans are between 63 and 90-ish years old. In their lifetime they experienced or were affected by 1929’s stock market crash and the following Great Depression, WW II and atom bomb, the Korean War, the Kennedy assassination, Watergate and Nixon’s resignation and...
May 3, 2011 | HVAC, Sales
The vast majority of residential HVAC equipment sales, either add-on-replacement or residential new construction, includes basic efficiency products. In good times most contractors can make a living selling these products. But the contractors who are highly...
Apr 28, 2011 | HVAC, Sales
The 20-something “wife” in the role-play said, “So, don’t you have any furnaces with new technology incorporated in it?” The boomer-aged “salesman” replied, “There are some with new technology but I’m not as confident in them.” “Oh.”, she said, “Well, I don’t trust...
