Articles by Jim Hinshaw

It's on My Heart - The Latte Factor

March 17, 2008
We need to listen customers into buying. When we listen and they talk we get people engaged emotionally. This is a good thing since that is how they buy - emotionally. They then justify it with logic. And the buying process becomes an event, just like my Starbucks time.
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A Home Builder's Creative Salesmanship

January 7, 2008
In this example, a builder used a unique approach to capture a sale that was getting away from him. Now, the builder did not lower his price. That is our industry standard, and what usually happens. But, don’t do it. Instead, get creative.
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Using Computer Technology

October 1, 2007
Can you use a cold box to warm up sales? Just had a question posed to me this week: Do you think that computer technology can help us build the personal attributes and relationships needed to sell systems today? Yes.
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Dentist Saves Ford

August 6, 2007
Maybe your business has had a slow month or two. Many of us can relate. You may not know what to do next, not sure what tomorrow will bring. I want to share with you a story that you may not be familiar with, the story of the Ford Motor Company in the early years.
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On My Heart: Financing Good Health

July 30, 2007
Aaron York and Jim Hinshaw share the same passions for the HVAC business; they like to help folks feel better and enjoy their comfortable homes.
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HVAC Turns 13!: Life After 13 SEER: The Sales Process, What People Want

October 23, 2006
We need a retail sales process that does not manipulate the buyer, but puts them and their needs first. The answer to doing this is to utilize a sales process that incorporates several parts to let customers decide which products are perfect for them.
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2014 MCAA Annual Convention

Scenes from the 2014 MCAA Annual Convention in Scottsdale, Ariz.

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Kyle Gargaro, editor-in-chief of The NEWS, hosted the 2014 ACCA CEO Forum. At the event, six well-known, highly respected company executives, Gary Michel, Ingersoll Rand/Trane; Chris Nelson, Carrier Corp.; Chris Peel, Rheem Mfg. Co.; Rod Rushing, Johnson Controls; Brent Schroeder, Emerson Climate Technologies; and Doug Young, Lennox; provided individual industry outlooks and fielded questions directly from attending contractors. Listen to the entire event on the NEWSMakers podcast. Posted on April 14.

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