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The EAI Blog
Delivering the best info in the HVAC & Plumbing industries.
17
June
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Commercial HVAC Service Sales Cycle – Questioning, Listening, Qualifying

Questioning, Listening and Qualifying Once a plan of action, letter of intent or approach has been agreed upon, work through a process of questioning, listening and qualifying the different levels of decision making.  Survey, gather data, receive financial information and investigate the necessary items as to why the prospect will do business with you. Analyze…

Justin Baker Blog
10
June
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Commercial HVAC Service Sales Cycle – The First Visit

The First Visit The first visit flip chart or company overview illustrates your company’s capabilities, value, competencies and approach.  Build rapport, question/listen and receive commitment to move forward at this stage. Show your capabilities → Deliver your action plan → Show decrease in building operations costs Capabilities Overview Present the following: Why you are there…

Justin Baker Blog
3
June
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Commercial HVAC Service Sales Cycle – Setting the Appointment

Setting the Appointment This is the critical first step after planning and preparation.  We use a phone script, lead generation activities, understand the difference between suspects and prospects, and get the face to face meeting. Prepare the phone or email script → Make the call → Set the appointment Writing The Script Define your benefits…

Justin Baker Blog
12
March
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ACCA-PHCC Convention

The Ohio Chapters of the Air Conditioning Contractors of America and the Plumbing-Heating-Cooling Contractors are hosting their annual Convention and Expo on March 25-27, 2015 at the Embassy Suites Cleveland-Rockside, Independence, Ohio.  Be sure to visit us at Booth 37. Jamie Brown will be in attendance, regularly demoing our products throughout the exhibit hours.  We…

Justin Baker Blog
27
January
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OSHA Regulations and Recordkeeping

Can you believe the end of January is here?  With heating season in full swing you may have missed the new OSHA regulations and record keeping guidelines. We’re here to make sure you are up to date. As of January 1, 2015, OSHA requires all employers to report any work related fatality within 8 hours…

Justin Baker Blog
18
September
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HVAC Best Practices

I was reading HVACR/Hydronics Distribution Business magazine earlier this week when I came across an outstanding article called “The Principles of Success.”  If you haven’t read the article, I strongly suggest that you do.  It’s a nice look at a successful distributor. I was struck by the company’s Principles of Performance.  It’s a motivational tool…

Justin Baker Blog
15
September
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Building a Sales Culture

What have you sold today? If your business has a well established sales culture, you will ask that question of yourself and your employees everyday.  No exceptions.  It’s not only a question of quite literally “what have you sold today?” but also “how has your sales-oriented mentality affected your decision making?”  We want employees to…

Justin Baker Blog ,
1
August
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Developing a Business Identity

A strong business identity can influence the buying decision for a prospect – even before they contact you. Your business identity is your brand.  It identifies for a prospect who you are and what you do.  To lead that prospect into becoming a customer, you need a strong business identity.  Think about each of the…

Justin Baker Blog
25
July
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Flat Rate vs Hourly Billing part 6

Sixth and final entry into our series of examining billing practices in the HVAC and Plumbing industries. Scenario:  Why do I need to use Flat Rate books? Personally train your technicians how to use the flat rate pricing book.  Proper use of the book is very important.  We recommend a weekly meeting with role playing. …

Justin Baker Blog
24
July
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Flat Rate vs Hourly Billing part 5

Part five of our six part series on billing practices in the HVAC and Plumbing industries. Scenario:  I am afraid that my technicians will resist the concept of Flat Rate. Education is key.  We believe you should educate your staff on the concept of overhead and how making money in the service department is crucial…

Justin Baker Blog
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