This article should really be titled “Miracle Closing Technique for the Estimate-Getting Researcher.” As you will read, it’s really not a miracle at all. It’s more common sense. There are many kinds of customers, but the most classic might be the we’re-getting-estimates customer.

The bottom line is that if there is no sale made or no money coming in, there is no company. One thing that seems to elude contractors at times is their ability to ask for the order. In other words, “close the sale.” Years ago I learned to plan your close in advance and build your sales presentation around it.

My name is Mike O’Grady and I like my name. I think it’s easy and kind of cool. I’m pretty lucky to have an easy name. I met a man this summer with a pretty challenging name to pronounce. His first name was Robert; I’ll spare you the last name. Even if I spelled it you would have no clue how to pronounce it. Robert told me stories about growing up and going to school.

Have you ever been out to dinner with a group of people and, when it comes time to order, there is that one person completely overwhelmed by this decision? “Come back to me after everyone else orders,” he’ll say. When the waiter comes back, he still needs coaching from the group.

I learned early in my heating and air-conditioning career that service agreements were a key component to building a successful residential HVAC business. In this industry, service agreements are suppose to help protect your business from a recession and from mild summer or winter seasons.

There is no doubt that hot temperatures (especially in the upper 90s) are a welcome boost to an air conditioning contractor’s business. The phone rings off the hook and service calls are plentiful. However, here are several questions to consider if you’re a sales professional or business owner in this industry.

Always put yourself in your customer’s buying situation. Concentrate on the “why” factor: Why do they need your product or service? Don’t be afraid to customize your product or service to meet their specific needs and wants.

There is no doubt that a heating and air-conditioning company can live and breathe through their service and maintenance department (the heart and lungs of your company).

I just returned from the first-ever National HVACR Residential Sales Managers Forum. Prior to attending seminars and conferences, I always think to myself, “If I can walk away from this event with one good idea, it’s worth the trip.” Little did I know that I would be traveling home with 10, 11, or 12 great ideas - and still counting.

If you are a sales or business professional, goal setting has hopefully already become a part of your life. I’ve personally always felt a bit uncomfortable with the goal setting process. I think what bothers me most is the way most goal-setting programs are taught.