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Home » Authors » Sharon Roberts

Sharon Roberts

Sharon Roberts is a consultant who specializes in selling to women and couples. You can contact her at sharon@r2assoc.com.

Articles

ARTICLES

At the Table: A Profile of Roseann Cyngier, Saleswoman

Sharon Roberts
October 18, 2010
One Comment
When I began this series highlighting professional HVAC saleswomen, I related that I had tracked down some of these women, and there was no cookie-cutter approach to their path to being a saleswoman in HVAC. Dr. Roseann Cyngier, president of Cyngier Heating & Air Conditioning, Cleveland, certainly fits that description.
Read More

At the Table: Saleswomen in HVAC

Sharon Roberts
March 15, 2010
No Comments
This is the third article in a series that concentrates on the professional HVAC saleswoman. For those of you who are wondering where and how to find talented women who are interested in a career in HVAC sales, I’m delighted to introduce you to Gina Philippon and Charlene Faircloth.
Read More

At the Table: Wonderful Women in HVAC Sales

Sharon Roberts
November 9, 2009
2 Comments
Oh those wonderful women in HVAC sales! They come from all across the nation, twentysomethings to sixtysomethings who defy the long-held belief that selling in this industry is a man’s job. The sometimes surprising and circuitous paths that brought them into this industry is both fascinating as well as instructive.
Read More

At the Table: Women in the Salesforce

Sharon Roberts
September 28, 2009
2 Comments
How many HVAC contractors do you know who have professional saleswomen in their company? I mean specifically professional saleswomen who are going into homes and sitting across the table with homeowners to discuss their home comfort needs. Probably not many, if any at all. So why are there so few women in HVAC sales?
Read More

Dare to Try a Little Team Selling

Sharon Roberts
September 17, 2009
No Comments
What do you do when you don’t know for sure what to do? Jacki Bradbury-Guerrero, owner of Coastal Comfort Heating & Air in Ventura, Calif., is in one of those areas that, like many, has been hit hard during this economic downturn.
Read More

At the Table: How to Handle the Unemployed Consumer

Sharon Roberts
August 3, 2009
No Comments
Fewer women have lost their jobs in the downturn since they tend to be employed in education and health care, which are more stable during economic ups and downs. The upside: couples still have money to purchase HVAC equipment even if they have less of it, and thanks to the economic stimulus package, there is help on that front as well.
Read More

At the Table: Spread Sunshine to Help You, Business

Sharon Roberts
May 18, 2009
No Comments
Good news! Renowned neuropsychologist Dr. Candace Pert has scientifically documented that smiling, literally using our facial muscles to put on a happy face, triggers specific brain neurotransmitters to shift the balance of the brain’s feel-good chemicals to overcome unhappiness.
Read More

At the Table: How to Deal With Mom and Distractions

Sharon Roberts
August 11, 2008
No Comments
The kids are romping, some laughing, some crying, and the dog is barking its head off. The mom, smack in the middle of this chaos, is your client. How in the world are you going to be able to have a coherent and productive conversation with this distracted woman to provide top-quality comfort for her and her family?
Read More

At The Table: Identical Situations, Different Reactions

Sharon Roberts
March 10, 2008
No Comments
I submit to you that women and men react very differently to identical situations. Women are frequently insulted by questions that don’t bother men a bit. And, herein lies a most critical lesson and a major difference in selling to women.
Read More

At the Table: Don't Leave Customers Amused, Outraged

Sharon Roberts
December 10, 2007
No Comments
Amused and outraged - now there’s a mixed emotion that many women are all too familiar with when it comes to dealing with technicians. Find out how not to leave women feeling amused or outraged.
Read More
View All Articles by Sharon Roberts
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