Articles by Darrell Sterling

You can have salespeople who are the absolute best in converting leads to orders, but if the orders are not processed, filled, delivered, and billed in the right manner, your chance of receiving repeat sales will vanish.

Making sure customers get the HVACR equipment they need when they need it requires many moving parts, and it’s your job as a salesperson to make sure everything flows seamlessly.

It is incredibly important to regularly look at all of your accounts and determine which are likely to grow and which are not.

It is incredibly important for you to understand both your strengths and weaknesses as a sales professional.

Everyone who interacts with the customer affects the customer’s experience. My sales growth will slow if I spend all my time trying to smooth out bad service.

If customers don’t trust or like a salesperson, they will buy elsewhere, whether they’re purchasing a pack of gum at a convenience store or modernizing an HVAC system.

If your business has slowed or is not growing at the pace that you had predicted or budgeted for, maybe it is time to look at recreating the wheel, so to speak, and finding a new way.

Great salespeople have analytical minds and can analyze their accounts to determine which have the highest potential for growth.

It doesn’t matter what you sell — HVAC equipment, parts and supplies, or women’s shoes — tracking is a key component for any successful salesperson.

Customers want to see that you are grinding away like they are, and they appreciate you going the extra mile to make sure they are being taken care of.