Jan 5, 2015 | CHOICE, HVAC, Sales
Do you believe that, in part at least, you create what you believe? I am pretty sure your Mother read you the story, The Little Engine That Could. It’s on YouTube if you’d like a refresher on how attitude can create success. The emotional challenge of being a career...
Dec 22, 2014 | HVAC, Marketing, Sales
Kevin, one of our recent Sales Coach / Jump Start graduates, is just starting out in the family business as a comfort advisor. He had an opportunity to bid on a small replacement project for a property management company that owns or manages hundreds of homes. Kevin...
Dec 9, 2014 | HVAC, Sales
Business management expert, Peter Drucker, said, “What gets measured, gets done.” Our industry has many measurable benchmarks, referred to as key performance indicators (KPI’s), and these can serve as a starting point in establishing goals. Setting measurable sales...
Nov 25, 2014 | HVAC, Marketing, Sales
How many times have you shown up for an appointment and the homeowner expected you to give them a bid in 20 minutes? Have you ever been walking the house and another contractor knocked on the door? Or when the customer opens the door they just tell you that the unit...
Nov 24, 2014 | HVAC, Marketing, Sales
The average transaction at a big box “hardware” store is about $50. The oil changing service company gets about $40. Fast food these days is over $10. Coffee, if you can call a double-mocha half-split with one pump chai “coffee”, is about $6. Could any of these...
Sep 16, 2014 | HVAC, Sales
Getting one’s “ducks in a row” refers to being organized toward attaining a goal. This provides us with a useful metaphor for explaining the importance of a properly designed and installed duct system. In HVAC terms, getting the “ducts in a row” can refer to...
Aug 2, 2013 | Marketing, Sales
The equipment manufacturers are justifiably proud of their brands. Many have been in the industry over 100 years and have made millions of furnaces, air conditioners and heat pumps with the vast majority of them delivering safe, reliable heating and cooling...
