In this podcast, Joe Crisara, HVAC, plumbing, and electrical service contractor “sales coach” with contractorselling.com, shares HVAC-specific marketing and sales tips designed to help contractors succeed in today’s business environment. 

If you’re the person responsible for sales and you haven’t sold a dime for days, you might be tempted to think negatively. You might become critical of yourself or others. This can do nothing to help you. It’s important that you remain logical and not emotional.

“Sellin’ ain’t tellin’, askin’ is.” To succeed in sales, you must master the art of asking questions. David Bucchi, sales manager for Jon Wayne Heating and Air based in San Antonio, Texas, has learned the lesson well, and he’s evangelized it among his growing fleet of talented sales pros at the firm.

“What’s the cost of the furnace?” asked Mrs. Smith, as she fumbled through several pages of downloaded furnace pricing sheets. “How much do you charge per hour and what would you charge me to just hook up the furnace?” Can you relate to this scenario?

Learn how to negotiate commercial service agreements by identifying key markets and utilizing a thorough sales process. 

Read More