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The proper sales process ends with the close. All salespeople should aim for this objective. Unfortunately, not all salespeople are aiming correctly. Without the proper training, a salespersons' aim is off the target from the start, unless they are lucky.

The residential HVAC selling proposition is extremely rare because it almost always takes place in your customers' homes. Your customers' homes become your office.

As my good friend, Ed Dooley, who has recently retired from the Air-Conditioning & Refrigeration Institute (ARI), noted, "Sometimes getting repotted is good for growth." He's right.

I was talking to a contractor who'd like to attend an out-of-town seminar or training program, but he's concerned that too many things could go wrong in his absence. He's not alone in that thinking. A lot of contractors share that fear.

Many In Industry Aid The Needy I think it is commendable that The News features community service programs such as [the one covered in the article] "Contractors ‘Heat The Country'"

Time to crank up the P.R. machine. In an online poll on the top innovations over the last 75 years, respondents voted air conditioning No. 1.

Chillers And The Environment I am writing in response to the story that ran in the Nov. 22, 2004, issue of The News and on www.achrnews.com titled, "York Transitions From

Many service technicians like their jobs because they can work on their own at their own pace. But today's techs are not quite the soloists they once were. Cell phones (and picture phones) provide a near-constant link to the home office.

December 13-16 HVAC Electrical Systems International Service Leadership Milledgeville, Ga. 706-485-8775 December 14 Beacon IIâ„¢ Seminar Heatcraft Refrigeration Products LLC Phoenix 770-465-5600 www.heatcraftrpd.com December 14-16 Commercial Equipment York International Corp.,

Now is the time for all good contractors - and manufacturers - to come to the aid of the industry. SMACNA is trying to educate owners and general contractors concerning the dangers involved with starting up an HVAC system during construction.