Jim Graening

Jim Graening is with Business Development Resources, Seattle, which provides training and coaching services to the HVAC industry. For more information, go to www.bdrco.com or www.opactive.com.


HVAC Turns 13!: Keep it Simple to Upsell - Cover Comfort, Savings

By Jim Graening
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The economy in some areas of the country is still sluggish so contractors need to go back to the basics with their sales and marketing materials in order to overcome stockpiling concerns. Contractors who made the decision not to stockpile 10 SEER equipment seem to have a clearer understanding of the need for strong benefit statements and the importance of tried-and-true upsell techniques.
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