Contracting Business Magazine Articles by Charlie Greer

Articles that have appeared in Contracting Business magazine:

Setting Goals for 2015

The Power of Saying Thanks

Facial Hair: Yes or NO?

Dealing With 'One-Leggers'

How to Beat Low-Bidders in Replacement Sales

How to Make Multiple Closing Attempts

Ed's Rules for Service Technician Selling

Resolve to Sell More in 2014

Save Your Ammo!

Sell Using "Verbal Infomercials"

Let's Get Serious About Technician Sales

How to Stay Profitbqble this Summer

UV Lights: Why and How to Sell Them

Are Your Loss Leaders Losers?

Easy Sales to Make While Running Air Conditioning Tune-ups

For Valentine's Day: Go fo the Close

Goal for 2013: Stay Connected Online

Will People Buy HVAC During the Holidays?

Will Commission-based Pay Corrupt Your Techs?

Is Paying Straight Commission Dangerous?

The "System Essentials" Handout

The Importance of Appointment Sellers

Who Answers the Phone? Why Four Voices are Better than One

How to Recruit a Great Appointment Seller

How to Interview an Appointment Seller

Training Your Appointment Seller

How to Sell Service Appointments – Part 1

How to Sell Service Appointments – Part 2

Overcoming Objections for Appointment Sellers

Before Saying Anything …

Proper Use of the 'Optional Close'

How to Grow out of a One-man Shop in 30 Days, Part 1

Grow out of a One-man Shop in 30 Days (Part Two)

Will You Be Profitable This Busy Season?

Two Ears, One Mouth: Listen Your Way to Increased Sales

Fixing HVAC issues: A Responsibility, Not an Option

You Can Still Sell High-Efficiency Furnaces in Today's Economy

How to Overcome the 'Price Objection'

How to Solve The ‘Price Complaint’

Why Should They Buy From You?

Listen Your Way to Success in Sales 

Why Should They Buy From You?

How to Solve The 'Price Complaint'

How to Overcome the 'Price Objection'

Your 2011 "To Do" List

You Can Still Sell High-Efficiency Furnaces in Today's Economy

Fixing HVAC Issues - A Responsibility, Not an Option

I've Seen The Truth, And It Makes No Sense

Get Scientific With Your Ability To Price for Profit

Conflicts Between Salespeople & Service Technicians: 6 Myths Debunked

5 Secret Scientific Facts Help Close More Sales

Pricing and Selling Commercial Service Agreements

What Kind of COMPANY Are You Running? Make Your Service Team a Sales Team

Exemplifying Excellence in HVAC Sales: Profile of Comfortech Idol

Customers Don't HAVE to Like You

It's OK to Prejudge Your Calls

Seven Ways to KNOW Your Competition

Getting Back in the Door

Don't Get Tripped Up by a Trip Charge

Keep a Positive Level of Expectation

Stop Selling - Just Let 'em Buy

Persistence Pays Off: A Chat with an Idol

Closing the Sale

The Paper Towel Close for Salespeople

The Proposal Close

Spring into Action with Four Fallbacks

That's YOUR Problem!

Selling Total Comfort Makes You Stand Out!

You Know You Should Use Questions, Don't You?

Comfortech Idol says, "NO PRESSURE!"

Tec Daddy's Top Ten Rules for Closing

Goal Setting Essential for Success

Lessons on Closing Learned at Comfortech Idol 2007

The "Columbo Objection": Recovering the "Lost" Sale

New Year's Resolutions for Salespeople

Open Response to Salespeople's Complaints

Two sides to Every Story - Part One: The Salesman's Side

Two Sides to Every Story, Part Deux: The Prospect's Side

Go for Quality, Not Quantity

Muddying the Waters

Are You Trying to Sell Bibles, or Convert the Natives?

Sales Tips from an HVAC Sales Idol

Breakin' Da Rules

15 Minutes to More Replacement Sales - Part 1

15 Minutes to More Replacement Sales - Part 2

"I'm a Salesperson, Not a Technician!"

Replacement Sales in a Tough Economy

Your New Spring Promotion

It's All About the Blower

Running the Inspection Call

How to QUANTIFY QUALITY

Don't Buy Into Customers' Sob Stories

Coil Cleaning: Sell it, or Systems Die!

Differentiation Leads To Decisions

Running Service - Step 1: Your Drive Time

Running Service - Step 2: Your First 60 Seconds

Running Service - Step 3: The Complete Inspection

Running Service - Step 4: Never Quote the Bare Minimum

Running Service - Step 5: The Paper Towel Close for Service Techs

Running Service - Step 6: Repair vs. Replace

Running Service - Step 7: The Setup

Running Service - Step 8: What to Stress

Running Service - Step 9: Closing on Service Calls

Running Service - Step 10: Getting the Signature

Running Service - Step 11: Doing the Work

Running Service - Step 12: Concluding the Service Call

 

Other Article Topics:

Management Articles

Positive thinking Articles by Charlie Greer

Sales Articles by Charlie Greer

Articles that have appeared in the HVAC-Talk newsletter