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Charlie Greer Guide to HVAC Replacement Sales Part 2: Drive Time Preparations

Drive time can and should be spent doing something productive to improve every aspect of your life.

If you spend three hours per day driving between calls, you’ll spend 750 hours per year behind the wheel. Over a 30-year time frame, that’s 22,500 hours you’ll spend driving between calls. What are you doing with that time?

Drive time is perhaps biggest, opportunity that people in our field waste. Drive time can and should be spent doing something productive to improve every aspect of your life. You could and should be listening to audio products that will educate and 
enlighten you.

You’re in the sales profession. Salesmanship is how you earn your living. You should strive to be as good as it as you possibly can, which means you should be studying and practicing your salesmanship. Now the question is, when and where do you study and practice? You do it in the truck between calls. That’s where I got the majority of my education in sales.

Starting the drive:

After completing a call, at my earliest convenience, I park the vehicle, take out a sheet of paper and draw a line down the center of it. At the top of the left-hand side I write, “What Went Wrong,” and at the top of the right-hand side I write, “What Went Right.” Then I just get brutally honest with myself and write those things down.
I begin my drive practicing presenting the same product I just did on the last call, but trying to do it better. I then listen to an audio book on salesmanship.

You don’t have to spend all your drive time on salesmanship. You can listen to audio books on almost any topic, including:

• Negotiating skills
• Building a healthy marriage
• Child-rearing
• Personal finance
• Spirituality
• Positive-thinking
• Healthy eating habits
• Business skills
• Life planning
• Learning a new language.

Don’t let that time go to waste and don’t do anything to irritate yourself, like listen to sports talk radio or get into arguments on your cell phone.