Earl King

Editorials Related to Commercial HVAC Sales


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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...