Photo from Commercial Tech Inc a Virginiabased commercial contracting firm wwwcommercialtechcom

Photo from Commercial Tech Inc., a Virginia-based commercial contracting firm:

Commercial HVAC Service: Preventive Vs. Breakdown Maintenance

Once again, to differentiate your commercial HVAC service from the competition requires a strong selling effort. When all of these selling techniques are executed properly and with enthusiasm, and the prospect is still wanting the lowest price, it’s time to make that decision: low ball or walk.

The single most common problem in selling commercial service agreements is low-balling competition. I recently worked with a contractor client who is faced with this dilemma (as we all are) and is totally perplexed. His service sale people are instructed to sell

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