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    Bi-monthly column by Charlie Greer on HVAC sales and management

    Recent

    phototechno/iStock/GettyImages
    Systematizing
    The OneLegger HVAC Sales Situation
    Photographer: abluecup, from the iStock collection, item#: 476887409
    Beat residential HVAC low bidders Differentiate between price and cost
    Photographer: GeorgeRudy. From the iStock Collection, #455193951, Thinkstock.com
    Closing the Sale
    Closing more repair sales is just a handshake away
    Scene from the movie Glengarry Glenross

    Highlights

    Dec. 14, 2023
    I've contributed over 260 articles to CB, and loved every minute of it.
    Use the ldquoKISSrdquo method of communicating which stands for ldquoKeep It Short and Simplerdquo Why Because you canrsquot educate people enough for them to make informed decisions quickly They wonrsquot base a decision on information and logic anywayImage from the Airtron Indianapolis website
    April 1, 2014
    When it comes to closing and HVAC sale, we often are too "talky" in an effort to help consumers make informed decision. STOP! It Doesn't work. Here are tips to help you close...
    Picture from the Pacific HVAC Website
    Feb. 26, 2014
    Money-making pre-season HVAC system tune-up tips depends on a number of factors: Thorough clean and check of residential equipment Establish what needs to be repaired and when...
    Images courtesy of HVAC Profit Boosters
    Feb. 11, 2014
    When it comes to residential HVAC sales, Just because someone doesn’t warm up to you doesn’t make them a jerk and doesn’t mean they won’t buy. They actually may buy immediately...
    Contractingbusiness Com Sites Contractingbusiness com Files Uploads 2014 01 Greer Headshot2008
    Jan. 6, 2014
    Follow these steps to selling more HVAC equipment in 2014: keep a sales log, set sales goals, make a commitment, and stay motivated.
    Contractingbusiness Com Sites Contractingbusiness com Files Uploads 2013 08 Greer Headshot2008
    Aug. 5, 2013
    Take a cue from telelvision advertsiing and stop trying to sell HVAC "boxes." Instead, enlightening consumer about the happiness and prestige they'll gain by purchasing a...
    Contractingbusiness Com Sites Contractingbusiness com Files Uploads 2013 06 Greer Headshot2008 0
    June 28, 2013
    Service technicians need to sell — in fact, their sales skills are crucial to the success of your company.
    Contractingbusiness Com Sites Contractingbusiness com Files Uploads 2013 06 Greer Headshot2008
    June 6, 2013
    In the summer, the tendency for HVAC contractors is to run their techs as long and hard as possible, and squeeze in as many calls per day as they can. In reality, it's better...
    Contractingbusiness Com Sites Contractingbusiness com Files Uploads 2013 04 Greer Headshot2008 0
    April 30, 2013
    Ultraviolet (UV) lights for HVAC system disinfection offer a host of benefits to your customers and a good profit center for your business.