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Weldon Long at training event

Rags-to-Riches Speaker Weldon Long Motivates HVAC Dealers

June 11, 2012
By Herb Woerpel
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Weldon Long was once a poverty-stricken drug addict caged behind bars with no hope. Today, just seven years removed from his last prison term, Long, 48, is a successful HVAC contractor, motivational speaker, author, and sales trainer. He built his empire on personal responsibility and proven sales tactics.


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Business Management

How to Keep Your Head on Straight When You Haven’t Sold a Job in Days

September 3, 2012
By Michael O'Grady
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If you’re the person responsible for sales and you haven’t sold a dime for days, you might be tempted to think negatively. You might become critical of yourself or others. This can do nothing to help you. It’s important that you remain logical and not emotional.


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business executives talking

Time Is on Your Side: A Lesson in Time Management in Sales

March 4, 2013
By Michael O'Grady
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As I finished up my last sales appointment of the day I looked at the time. Had it really been three hours and 45 minutes since I arrived at this house? The good news was the time put in with this customer paid off. It ended in a $25,600 closed sale.


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Selling Zoning is Easier Than You Might Think

This overview of the benefits of zoning includes tips for selling to consumers and businesses. Tom Jackson discusses options for new construction and retrofit, as well as some ways a residential contractor can get into the light commercial business with zoning products. Speaker: Tom Jackson, CEO, Jackson Systems
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