Articles by Sharon Roberts

At the Table: A Profile of Roseann Cyngier, Saleswoman

When I began this series highlighting professional HVAC saleswomen, I related that I had tracked down some of these women, and there was no cookie-cutter approach to their path to being a saleswoman in HVAC. Dr. Roseann Cyngier, president of Cyngier Heating & Air Conditioning, Cleveland, certainly fits that description.
Read More

At the Table: Saleswomen in HVAC

This is the third article in a series that concentrates on the professional HVAC saleswoman. For those of you who are wondering where and how to find talented women who are interested in a career in HVAC sales, I’m delighted to introduce you to Gina Philippon and Charlene Faircloth.
Read More

At the Table: Wonderful Women in HVAC Sales

Oh those wonderful women in HVAC sales! They come from all across the nation, twentysomethings to sixtysomethings who defy the long-held belief that selling in this industry is a man’s job. The sometimes surprising and circuitous paths that brought them into this industry is both fascinating as well as instructive.
Read More

At the Table: Women in the Salesforce

How many HVAC contractors do you know who have professional saleswomen in their company? I mean specifically professional saleswomen who are going into homes and sitting across the table with homeowners to discuss their home comfort needs. Probably not many, if any at all. So why are there so few women in HVAC sales?
Read More

Dare to Try a Little Team Selling

What do you do when you don’t know for sure what to do? Jacki Bradbury-Guerrero, owner of Coastal Comfort Heating & Air in Ventura, Calif., is in one of those areas that, like many, has been hit hard during this economic downturn.
Read More

At the Table: How to Handle the Unemployed Consumer

Fewer women have lost their jobs in the downturn since they tend to be employed in education and health care, which are more stable during economic ups and downs. The upside: couples still have money to purchase HVAC equipment even if they have less of it, and thanks to the economic stimulus package, there is help on that front as well.
Read More

At the Table: Spread Sunshine to Help You, Business

Good news! Renowned neuropsychologist Dr. Candace Pert has scientifically documented that smiling, literally using our facial muscles to put on a happy face, triggers specific brain neurotransmitters to shift the balance of the brain’s feel-good chemicals to overcome unhappiness.
Read More

At the Table: How to Deal With Mom and Distractions

The kids are romping, some laughing, some crying, and the dog is barking its head off. The mom, smack in the middle of this chaos, is your client. How in the world are you going to be able to have a coherent and productive conversation with this distracted woman to provide top-quality comfort for her and her family?
Read More

At The Table: Identical Situations, Different Reactions

I submit to you that women and men react very differently to identical situations. Women are frequently insulted by questions that don’t bother men a bit. And, herein lies a most critical lesson and a major difference in selling to women.
Read More

At the Table: Don't Leave Customers Amused, Outraged

Amused and outraged - now there’s a mixed emotion that many women are all too familiar with when it comes to dealing with technicians. Find out how not to leave women feeling amused or outraged.
Read More

Multimedia

Videos

Image Galleries

2014 World Energy Engineering Congress

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

Podcasts

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.

More Podcasts

ACHRNEWS

NEWS 12-15-14 cover

2014 December 15

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe

HVAC TECHNICIAN SHORTAGE

In order to bring more people into the trade and produce more technicians, what should the industry do?
View Results Poll Archive

HVACR INDUSTRY STORE

2015.jpg
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.

DON'T MISS A THING

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

STAY CONNECTED

facebook icontwitter iconyoutube iconLinkedIn i con