Articles by Steve Howard

Sales Call: Attaining from Boomers an Agreement to Buy

Objections aren’t brought up by Boomers because we don’t want to buy. However, we know the more time and energy a sales consultant has invested, the more they don’t want to lose the sale. But we’re predictable - we’re so predictable that over 90 percent of Boomer objections can be neatly placed into four categories.
Read More

Sales Call: If Risk Is too High, Boomers Won't Buy

This is the fifth article in an eight-part series on selling to Baby Boomers. Boomers grew up in an era of risk-taking. Being drafted for an unpopular war, civil rights protests, drug experimentation, free love, and the Nixon administration all carried unique risks. As Boomers grew older, risk reduction became an important part of everyday life.
Read More

Create Baby Boomers' Confidence

Years of positive experiences and expensive lessons affect everything Boomers buy, especially when it is something unfamiliar or complex like a replacement comfort system. Too many sincere salespeople lose sales because they don’t understand how the Boomer “rip-off prevention system” works.
Read More

Selling to the Baby Boomer Generation

The changing needs of the Baby Boomer generation offers our industry an opportunity to break the feast and famine cycles of weather-driven sales. When properly approached, a large percentage of Boomers will gladly replace their working HVAC systems in order to improve their homes and enhance their lives.
Read More

Value Chain Catapults Sales and Profits

Imagine value as links on a chain connecting a railroad car full of gold bars (profits) to a powerful locomotive (sales). If any link in the chain is missing, your gold won’t move. If a link breaks during the journey, your gold is left behind. When selling comfort, success is determined by the strength you forge into every link of your “value chain.”
Read More



Image Galleries

2015 HARDI Fly-In

Highlights from HARDI's Congressional Fly-In in Washington, D.C.


NEWSMakers: Clint Schreck

Clint Schreck, general manager, Columbus Worthington Air, Columbus, Ohio, discusses winning Angie’s List Super Service Award, how to handle online reviews, and much more.

More Podcasts


NEWS 06-01-15 cover

2015 June 1

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe


The EPA has approved several hydrocarbon (HC) refrigerants for HVACR applications. Do you support the use of HCs?
View Results Poll Archive


2015 National Plumbing & HVAC Estimator

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

More Products

Clear Seas Research


Clear Seas ResearchWith access to over one million professionals and more than 60 industry-specific publications, Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.


Magazine image
Register today for complete access to Get full access to the latest features, Extra Edition, and more.


facebook icontwitter iconyoutube iconLinkedIn i con