Articles by John Graham

Tough Times Tactics to Make Sales

There’s only one problem salespeople face when times are good and that’s getting sloppy. It’s easy to be deluded by success, to believe that our success is due to our incredible ability to convince customers to do business with us. If the truth were told, customers were flush with cash and just wanted to place the order.
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Do's and Don'ts Make a Difference

It must be easy to accumulate bad habits in business, as there are so many of them. Unfortunately, they can have a negative impact on us personally, as well as on our companies. Here are 22 business do’s and don’ts that influence how we are perceived.
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Learning From the iPhone Phenomenon

Almost instantly, the iPhone became the standard by which consumers judged all other cell phones, even though they had not held one in their hand. Even as the iPhone introduction continues, we may be able to uncover some interesting marketing and sales messages that can be used in all businesses.
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Eighteen Ways to Lose the Sale

If more salespeople were as good at making sales as they are in losing them, they could write their own ticket just about anywhere. Here’s a checklist of 18 behaviors that contribute to losing sales instead of closing them.
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The iPod as a Business Model

Some businesspeople talk about customers wanting to talk with a live person, while others say that customers expect personal service. Is this really what customers want? Or are they looking to have their needs met in ways that satisfy them?
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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.

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NEWS 05-25-15 cover

2015 May 25

Check out the weekly edition of The NEWS today!

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Legislation and Regulation

What legislative/regulatory issue is most important to you as a HVAC business owner?
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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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