Articles by Darrell Sterling

Don’t go with the same old, same old when it comes to seasonal sales programs. Find out what’s worked and what hasn’t, and ask trusted customers what they want.

Your e-commerce site might not have all the bells and whistles that your competitors’ sites have, but if you can sell your contractors on it, and on the benefits of purchasing online, you can boost internet sales.

You need to convince your vendor partners that you are honestly looking to grow their business and are serious about making that happen.

You will discover a lot about your relationships as you inquire about your customers’ growth plans for the upcoming year.

Service technicians typically feel that their employers are making a ton of money in the service department, and that they charge too much for their services, when in reality the opposite may be true.

The average tech thinks the service department is a giant money maker when in reality it is typically the least profitable part of a contractor’s business.

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.