NEW LENOX, Ill. — Contractors entering the home of a potential residential customer always hope talk will turn to the quality and the value of the products being considered for installation. The fear is that conversation will start and end with the customer saying, “What’s the cheapest thing you can install?”
While the mechanical expertise of the contractor is of paramount concern, skill in salesmanship is often critical. That’s why many experts argue that the HVACR industry should pay as much attention to sales presentations as it does technical training and business advice.