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Tec Daddy's Corner

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

Recent

Sales situations in which only one-half of a couple is present are called ‘one-leggers.’

Residential HVAC Sales: Dealing With ‘One-Leggers’

Aug. 22, 2014

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It's Time To BEAT Low-Bidders on Residential HVAC Replacement Sales

July 30, 2014

HVAC Technician Selling: Make Multiple Closing Attempts

June 25, 2014

Technicians don't ever want to come across as salespeople – they want to do their due dilignece, find the problems, make a list of must fixes, should be fixed, could be fixed later items and present this to the homeowners. Then wait for the customers to ask questions.

Ed’s Eight Rules For HVAC Technician Selling

May 20, 2014

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Glengarry Glen Ross and the HVAC Contractor

May 2, 2014

Use the “K.I.S.S.” method of communicating, which stands for, “Keep It Short and Simple.” Why? Because you can’t educate people enough for them to make informed decisions quickly. They won’t base a decision on information and logic anyway. Image from the Airtron Indianapolis website.

Tec Daddy's Corner: To Close More HVAC Sales, Make It Short and Simple (KISS)

April 1, 2014

Highlights

Tec Daddy Says Residential HVAC Contractors Can Make Money on Pre-Season Tune-Ups

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...

Do You Hate Jerky HVAC Customers? Remember, They Buy Too!

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...

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Resolve to Sell More in 2014

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.

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Five Common Misunderstandings About Salesmanship

Dec. 9, 2013

Salespeople are often misunderstood, sometimes even by themselves! Here are five common misperceptions about sales and how to overcome them.

Now is the Time to Sell More Humidifiers

Oct. 29, 2013

When you see a home with a forced-air heating and no humidifer, you owe it to the homeowners to explain how a humidifier will make them more comfortable and healthier, and can...

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High-Pressure Selling Doesn’t Work!

Oct. 4, 2013

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HVAC Sales: Save Your Ammo

Aug. 29, 2013

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Sell By Creating ‘Verbal Infomercials’

Aug. 5, 2013

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Let's Get Serious About Tech Sales

June 28, 2013

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How To Stay Profitable This Summer

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...

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UV Lights: Why and How to Sell Them

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.

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Are Your Loss-Leaders Losers?

April 3, 2013

Pre-season HVAC system tune-ups get the phone to ring, but if your technicians aren't selling additional products or serviceson these calls, your bottom line is going to ...

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Easy Sales to Make on Spring Tune-ups

March 5, 2013

There are some sales that can be made on spring air conditioning tune-up calls that are easy to make and important for homeowners' health and comfort through a long, hot ...