Contracting Business Magazine Articles by Charlie Greer
Articles that have appeared in Contracting Business magazine:
How to Beat Low-Bidders in Replacement Sales
How to Make Multiple Closing Attempts
Ed's Rules for Service Technician Selling
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
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
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’
Listen Your Way to Success in Sales
How to Solve The 'Price Complaint'
How to Overcome the 'Price Objection'
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
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
The Paper Towel Close for Salespeople
Spring into Action with Four Fallbacks
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
Are You Trying to Sell Bibles, or Convert the Natives?
Sales Tips from an HVAC Sales Idol
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
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:
Positive thinking Articles by Charlie Greer
