From the Inside

By Walter Arnett There is a radio ad I have heard several times that the speaker states he can help you learn how to close those big sales you lost. This commercial got me to thinking about the different methods that successful salesmen use to complete a transaction as a winner. Walter Arnett In my years of service in the HVAC/R industry, I found there are too many ways to approach a customer and be… Read More

From the Outside In

By Jim Haney Spring is just around the corner. Change of seasons is on its way. Time for us to prepare for change and be ready for a season of opportunity. Jim Haney Get everyone in your company on the same page of your plan to maximize profits in this year. You must offer what can help their system be the most efficient and most comfortable system it can be. Make sure their duct system… Read More

Between the Lines: Think like the Customer

By Fred Martel When a customer says they want to upgrade to a more efficient system, do you assume they mean lower operating cost? If you do, you may be wrong – assuming, that is. What if they are referring to comfort? re different and if you do not ask the right questions, followed by a “shut up and listen” session, you will lose more sales than you’ll win. But I digress. Your knowledge enables… Read More

The Inside Seer: It’s Time to Get Prepared

I hope all of you are getting ready for the new season. The weather will be getting warm then very hot during the summer. Your customers will be calling and needing their systems to be in the best working order. Most people take air conditioning for granted these days until something goes wrong. Considered luxuries less than a half century ago, air-conditioned homes and businesses now are considered commonplace. Systems are varying in type, from… Read More