We need to listen customers into buying. When we listen and they talk we get people engaged emotionally. This is a good thing since that is how they buy - emotionally. They then justify it with logic. And the buying process becomes an event, just like my Starbucks time.

In this example, a builder used a unique approach to capture a sale that was getting away from him. Now, the builder did not lower his price. That is our industry standard, and what usually happens. But, don’t do it. Instead, get creative.

Can you use a cold box to warm up sales? Just had a question posed to me this week: Do you think that computer technology can help us build the personal attributes and relationships needed to sell systems today? Yes.

Maybe your business has had a slow month or two. Many of us can relate. You may not know what to do next, not sure what tomorrow will bring. I want to share with you a story that you may not be familiar with, the story of the Ford Motor Company in the early years.

Aaron York and Jim Hinshaw share the same passions for the HVAC business; they like to help folks feel better and enjoy their comfortable homes.

We need a retail sales process that does not manipulate the buyer, but puts them and their needs first. The answer to doing this is to utilize a sales process that incorporates several parts to let customers decide which products are perfect for them.