Today’s sales strategies are far different from those of the past, as means of communication and access to information have fundamentally changed the game.
How do you follow up on a sales presentation when the potential customer doesn’t purchase immediately? That’s the question we as HVAC contractors have been debating for a number of years.
As I finished up my last sales appointment of the day I looked at the time. Had it really been three hours and 45 minutes since I arrived at this house? The good news was the time put in with this customer paid off. It ended in a $25,600 closed sale.
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.
Weldon Long was once a poverty-stricken drug addict caged behind bars with no hope. Today, just seven years removed from his last prison term, Long, 48, is a successful HVAC contractor, motivational speaker, author, and sales trainer. He built his empire on personal responsibility and proven sales tactics.
