Articles by Jim Hinshaw

It's on My Heart - The Latte Factor

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

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

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

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

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

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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Image Galleries

2014 World Energy Engineering Congress

Scenes from the 2014 World Energy Engineering Congress in Washington, D.C.


NEWSMakers: Matt Barga

Matt Barga, portfolio manager — a/c and coils, Ingersoll Rand, discusses how the company is working to comply with the new energy conservation standards for heat pumps and air conditioners that go into effect on Jan. 1, 2015. Posted on Dec. 19.

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NEWS 12-15-14 cover

2014 December 15

Check out the weekly edition of The NEWS today!

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In order to bring more people into the trade and produce more technicians, what should the industry do?
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2015 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

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