#sales

I wanted to offer some practical advice from Bryan’s last podcast, “White Shirt Techs- Manifesto.” The link can be found here. In this episode, Bryan strongly (and rightfully) critiques sales tactics that are divorced from technical skills and meaningful benefits for homeowners.  As a one man HVAC company, I wanted to offer a suggestion for […]

“The very substance of our existing which has made us leaders in technique, stands as a barrier to any thinking which might be able to comprehend technique from beyond its own dynamism.” -George Grant The odd quote above takes some time to understand but has been rattling around in my brain for weeks now. George […]

When you think of a salesman, what comes to mind? Do you imagine a quiet person who helps you solve your problems by listening and evaluating you as a customer? Probably not.  When most people hear the word ‘salesman,' they imagine a flashy personality who will talk to you for hours to try to get […]

I was sitting in a session at the HVAC Excellence educators conference (which was excellent, by the way), and my phone buzzed. So, like a typical punk kid, I looked down at it to see that my friend Josh had sent me a Facebook message asking if we served the east side of Orlando because […]

If you remember my recent article on the company that went to my friend's house for a PM and did nothing but leave a system quote. Well, it got worse… My friend Josh left them a D-rated review on a popular review site, and the owner of the company responded with… an apology? A bottle […]

 In this short Q&A podcast episode, Bryan answers a listener-submitted question and gives some of his tips for moving to HVAC sales from field technician/installer roles. The world of sales has a different pay structure, which makes it an appealing option to many technicians. Salespeople need to be able to have money conversations with […]

 This unique podcast episode is a commentary on the phenomenon of “white shirt techs” in the HVAC industry – a term that refers to technicians who focus heavily on sales and maintaining a pristine appearance rather than technical expertise. While there's nothing inherently wrong with having good sales skills or maintaining a professional appearance, […]

 Chris Hughes and Steve Rogers from The Energy Conservatory discuss TEC's TrueFlow technology and its crucial role in predicting airflow issues in the sales process, particularly for heat pump retrofits. They explain how the TrueFlow app helps contractors accurately measure both static pressure and airflow in existing systems, enabling them to predict whether proposed […]

In this episode, Bryan talks to Business and Sales Trainer Bob Gee about HVAC business practices. Bob has watched sales and leadership evolve a lot over the years. Today, success in sales depends on your abilities to build relationships with the customers. You're no longer “selling” things; you are “helping people buy” things. Instead of […]

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