May 20, 2019 | HVAC, Management, Sales
When was the last time you were frustrated with someone who didn’t do what he or she was supposed to do? Today? An hour ago? I’m referring to the person who has been trained, repeatedly told, or perhaps even scolded for not doing something your way. Maybe they didn’t even do it at all! People do what they want to do, for reasons that are their own. Want them to change? Here are a few suggestions…
Jan 28, 2019 | Marketing, Sales
How often have you heard “Your price was higher.” as the reason why you didn’t get the job? An experienced sales coordinator recently told me that the customer gives that as their reason for choosing someone else over 90% of the time. So, what can you do about that? Here are three answers.
Jan 7, 2019 | Marketing, Sales
You deserve to feel great about your sales success in 2018…congratulations. You and everyone in your company worked hard and deserve the rewards you received. Now it’s time to reload…and do it again!
Nov 28, 2018 | HVAC, IAQ, Sales
Ion generators, also called ionizers, applied in indoor air quality products, have been marketed to homeowners for decades. In this week’s IAQ Trust Tip, I review what’s good and what’s not so good about Ionizers, and help clear up some important questions.
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.
Aug 20, 2018 | CHOICE, Sales
Over the last 10 years, our industry has realized that offering 3 or 4 choices instead of a single “bid” is a smart way to sell. Here’s why, and more importantly, how.
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!