Oct 30, 2018 | HVAC, IAQ, Sales
Some things don’t change. One of them is how airborne particles are captured by media air filters. Understanding this will help explain how the oldest and most common air filtration technology can be effective in some ways, and why they are not in others.
Oct 15, 2018 | HVAC, IAQ, Sales
ASHRAE’s publications openly state that current testing procedures for today’s diverse IAQ products have shortcomings. Only media air filters, among all of these IAQ products, have shown consistent evidence of improving the health of the occupants of the space. All other claims have only been tested in a controlled environment. Makes you wonder… If a product doesn’t improve the air quality in the air that we breathe, what good is it to us?
Oct 1, 2018 | HVAC, IAQ, Sales
Today, there are more IAQ products than ever and new ones continue to pop up, particularly in the retail market. Who is buying these products? Your customers! Over the coming weeks, I’ll provide the best help I can with tips on how to communicate what you learn to your customers, and how to give them appropriate choices that can make the air in their homes cleaner, healthier and safer.
Sep 4, 2018 | HVAC, Sales
Have you ever tracked your close rate and job selling price against the number of leads you are running per day? I am referring to the actual data, not averages. You might be very surprised at the results.
Jun 20, 2017 | HVAC, Online Videos, Sales, Video Training
Have you been at the kitchen table and you wished you could remember exactly how you were taught to answer an objection? Have you wanted to review your sales training DVD’s and find they have disappeared from the office? Do you have a set of sales training DVD’s and don’t have a computer with a built-in DVD player?
ANNOUNCING: The Selling with TRUST® In-Home Sales Training video is now available for online streaming. And, as in introductory offer, you can SAVE UP TO $60 over the cost of the hard-copy DVD!
Jun 12, 2017 | HVAC, Sales
Service technicians are under increasing pressure to become sales superstars. It’s understandable. All businesses must create sales growth and the service technician is often a contractor’s best asset in terms of customer trust and contact frequency. There can be a...
Mar 28, 2017 | HVAC, Sales
Very few companies have a sales organization that consistently produces profitable growth. Owners often blame the shortcomings on high-maintenance sales people who grow lazy and demand more. Sales people are inclined to blame it on owners who don’t support a...
Sep 26, 2016 | HVAC, Sales
When you invest thousands of dollars in quality sales training you expect to see an immediate change in your comfort advisor’s behaviors and his or her results. That doesn’t always happen. Here are some roadblocks to getting better results, no matter how good the...
Sep 13, 2016 | HVAC, Sales, TRUST PRO Online
If you happen to be sailing around the world you would come to the Doldrums, an area around the equator where there is little or no wind. In old-world sailing vessel days, being caught there often meant days and weeks of simply not going anywhere. Today the term also...
Jun 20, 2016 | CHOICE, HVAC, Sales
For most people, the word “options” refers to things that can be added to what they have just decided to buy. In a buying context, when a sales person offers options, you know you are going to hear a sales pitch. The commissioned sales person will tell you why what...