TORONTO, ON, Canada — Steve Howard takes a no-pressure approach to successful selling. But his ISH seminar was anything but low-key. The popular consultant to the HVACR trade told seminar attendees that there are big demands for HVACR products and services, but that our industry is witnessing a decline in the number of personnel to sell and service these products. “And still our prices continue to go down,” he lamented.
He cited three considerations when selling HVAC systems: