What does faith, patience and action have to do with business?

About two years ago, I was riding with a plumber when we received our next call from dispatch.  He hung his head down looking at the floor of the truck and said, “Man, this is going to be a bad call.”  Not only did he believe it was going to be a bad call but […]

HVAC Sales. Heating, Ventilation, and Air Conditioning

How to respond to a “think it over”   and  Is it okay for a person to “think it over?”  HVAC (heating, ventilation, and air conditioning) sales and salesmanship in general is a process of building a trusting relationship with a customer. Healthy relationships are built on trust and mutual respect for one another.  In other […]

What To Do With a “Think It Over”

Frustrated by difficult prospects?   Getting the run-around?   Feel like you’re chasing a person who is hiding?   Newton’s Third Law states that for every action there is an equal and opposite reaction. Furthermore, Edwin Friedman teaches us that communication is not logical but emotional; and when your words are pursuing others, they are […]

Free Online HVAC Training Course

You can enter your email in the side bar to register for the free online HVAC training course. Why don’t your technicians sell more replacement systems? Normally, they don’t like selling them, nor do they know how. With a few simple principles, your technicians can learn to generate leads in HVAC in a matter of […]

How To Generate Sales Leads In HVAC

  It doesn’t take much skill to sell a system when the one in front of you is broken and the weather is extreme. This is why we have a seasonal business. We literally do not know how to influence people and help them feel pain in the future. Other wise why would we be […]

How To Prosper In This Tough Economy

What’s The Acceptable End Result Of Each Service Call orSales Call ?

You Have Access To God’s Wisdom. So Set The Goals High.

  Set the target.  The only responsibility that we have in the achievement process is to set the target.  Think about the target and talk about it, because that communicates to your unconscious that your target is something that you would like to have. You also need some degree of faith and believe that the […]

How To Generate Residential Replacement HVAC Leads

Salespeople who focus on the the relationship as apposed to focusing on the transaction will have more transaction over time.  See this article in the Harvard Business Review http://tinyurl.com/b6pswvo. This also applies to technicians, and plumbers.  I have witnessed over 600 service calls in the last 3 years and those technicians and plumbers who focus […]

Building Your Business Through Better Relationships

  Become sincerely interested in life and people, slow to speak and quick to listen. Stop selling and start connecting.  The big little secret that prevents most underperforming service people is their lack of desire to connect with the home owner. I hear this all the time from techs who get it.  “ I use […]