In a tight economy, contractors have to move beyond just selling the basic furnace or air conditioner to customers. One way to expand sales and improve profits is by focusing on IAQ products.
Uponor North America named Charlie Harte as general manager of Canada. Harte will be responsible for sales and marketing leadership of the Uponor Canadian business.
The word guts, when it comes to closing a sale, has a lot to do with having “intestinal fortitude.” In other words, being fearless. You not only can’t be afraid to ask for the order, you almost need to have a swagger about it.
The Heating, Airconditioning & Refrigeration Distributors International (HARDI) announced North American HVACR average distributor sales for November 2011 were down 1.7 percent from the same month last year. The dip is the first such decline since October 2010.
A cautious thinker is a person who agonizes over a buying decision, especially if there is a significant dollar amount at stake. One of the most challenging situations for a cautious thinker is when they are forced to make a decision prior to completing their psychological process. I encountered one of these situations recently.
Sometimes you may have to play mediator and ask tough questions to get homeowners communicating with each other about a furnace, an air conditioner, or a necessary plumbing repair when they can’t even agree on what’s for dinner. That’s allowing yourself to get naked with homeowners.
For real-time access to key sales information through a smartphone or tablet computer, a mobile-optimized version of the online Partner Portal has been introduced.
Everyone has been challenged (more than once) to prove why their product is better. When customers ask “why?” they really want to know: What’s in it for me?
What was, isn’t anymore. Why do I begin this article with a completely undiagrammable sentence? Because most things in business now aren’t following diagrams either.
