May 9, 2011 | HVAC, Sales
In a recent USA Today article it was suggested that consumers are saving at over twice the rate that they had been in the recent past. It also said that people with money are cautious about spending it…a new trend among the cash-rich. It makes sense that in these...
May 4, 2011 | HVAC, Sales
The Veterans are between 63 and 90-ish years old. In their lifetime they experienced or were affected by 1929’s stock market crash and the following Great Depression, WW II and atom bomb, the Korean War, the Kennedy assassination, Watergate and Nixon’s resignation and...
May 3, 2011 | HVAC, Sales
The vast majority of residential HVAC equipment sales, either add-on-replacement or residential new construction, includes basic efficiency products. In good times most contractors can make a living selling these products. But the contractors who are highly...
Apr 28, 2011 | HVAC, Sales
The 20-something “wife” in the role-play said, “So, don’t you have any furnaces with new technology incorporated in it?” The boomer-aged “salesman” replied, “There are some with new technology but I’m not as confident in them.” “Oh.”, she said, “Well, I don’t trust...
Apr 27, 2011 | HVAC, Sales
But ask someone to invest $15,000 in a new heating or cooling system and they think you’re nuts. Well, you’re not…and you know it, but it can be frustrating getting this across to skeptical homeowners. Try this: Car or Truck: • Costs $30,000 to $50,000; let’s use the...
Apr 26, 2011 | CHOICE, HVAC, Sales
I was chatting with a woman who told me her son was a natural-born salesman. Naturally interested in hearing why she thought that I asked why. Her story: At 3 ½ Joel asked me if he could make some money by selling lemonade in front of the house. It was a nice weekend...