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    • Earl King

    Editorials Related to Commercial HVAC Sales

    Highlights

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    The Keepers of Your Commercial HVAC Company's Image

    Jan. 9, 2013
    Your field service and installation teams, as well as your sales force, are the front line of your company. Their appearnace, the appearance of their vehicles, their mannerisms...

    8 Steps To the Life Cycle Costing Process

    April 1, 2011
    Until recently, life cycle costing was a term used by large developers, real estate investors, and a handful of top commercial service sales people. Now, it's used by most real...

    Full Coverage Service Agreements: Are They Worth It to You?

    Feb. 1, 2011
    The truth is, if a full coverage agreement is estimated properly, applied to the right types of systems, and managed diligently, it provides the highest gross margins in our industry...

    Suspecting Versus Prospecting

    Dec. 1, 2010
    By definition, a suspect is a property that meets a certain predetermined criteria to make it worthy of further attention. A prospect is a property where contact has been made...

    Questions That Direct The Presentation

    Oct. 1, 2010
    Every step of the selling cycle is critical in producing the desired end result, however none are quite as critical as the first call presentation. By definition, the first call...