How computer savvy saves your job
Being computer savvy is a field service standard, and even the best technicians can hold everyone back by not knowing the basics. No fear, though. An experienced technician can learn new tricks through...
View ArticleHow to shake up longtime employees
Longtime employees may be your most reliable technicians, managers, or salespeople, but they may be lacking the training needed to survive in today’s market. Knowledge and experience just aren’t the...
View Article5 ways to alienate your customers
Alienating your customer isn’t hard to do, whether it’s not having a clue about his or her needs or failing the “peace of mind” portion of the sale. Here, I’ll share five ways to kiss every sale...
View ArticleHow to dress for the sale (and what not to wear)
Dress properly for an HVAC sale and you win half the battle. Wear unprofessional clothing, and you’ve lost before you even open your mouth. Here’s every salesperson’s guide to dressing just right for...
View ArticleHow to reward HVAC salespeople
Your best HVAC salesperson just made the biggest sale of the season, thanks to his or her efforts, sales support from you, and all the tools that backed the presentation. But how do you keep propelling...
View ArticleFollowing up (and how to tread lightly)
Following up is a necessary and careful step toward closing the sale. Whether you’re calling to convince a customer of another in-home session or checking back with someone for feedback, we have a few...
View Article5 books every HVAC contractor should read
Sometimes thinking outside the box is as easy as reading a great book. Here are five books that every contractor should read on owning a better business and rethinking how he or she does HVAC. HVAC...
View ArticleHow to introduce price without turning off customers
Price doesn’t have to be a sensitive subject during an HVAC sale. If you present it in a certain way, then the customer’s biggest concerns become, “Which package do I choose?” It’s all about timing....
View ArticleGood customer service starts with being on time
Good customer service is about first impressions such as being on time. Simple, right? Maybe not when you have calls backed up past business hours, and customers who need emergency service. However,...
View ArticleHVAC training programs that work
Get the most out of HVAC training with tools for measurement from the beginning. Many businesses purchase startup employee training, but fail to follow up on what the employee learned or measure their...
View ArticleDon’t Sell Products; Sell Comfort!
By Dave Nichols As HVAC dealers and Comfort Advisors, you obviously want to sell products to your customers in order for your business to succeed. But what you should realize is that there are ample...
View ArticleHomeowner Speak (Say This, Not That)
By Dave Nichols When you’re in a customer’s home on a service call giving your sales presentation, it’s kind of like a “Choose Your Own Adventure” book — you have to choose the path you want to take...
View Article
