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Selling Commercial Service Agreements, pt. 3

This is the third of a six-part series on creating a selling system for commercial service agreements.

5 Tips for Improving Sales

Customers and prospects interpret information differently. Some are visual, others are auditory, and yet others are primarily kinesthetic.

20 Questions with Michael Feurer

Michael Feuer co-founded OfficeMax in 1988 with $20,000 of his own money. During a 16-year span, he grew the company to nearly 1,000 stores worldwide, with annual sales of about $5 billion before selling the retail giant for close to $1.5 billion in 2003.

Google SEO Changes

Each year Google changes its algorithm — the formula it uses to rank websites — hundreds of times. Most of the changes are small; however, every few months, Google rolls out a major change that affects the performance of websites in its search engine. Below is a summary of major …

The Right Way To Fire An Underperforming Employee

A termination decision should be communicated quickly, calmly, and concisely to the employee. Rapoport notes that it is a time for action not talk.

5 Steps to Speed Up and Increase Sales

This 5 step geometric approach results in more closes with the same amount of work.

As The Year Ends, Review Your Pricing Strategy

Determine your position in the market; then define desired profitability.

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Take Advantage of Barcoding Benefits

Once implemented and used correctly, you’ll be making much better inventory bets, saving time and — as a result — increasing profitability with barcoding.

Making Sense Of Social Media Chaos

When you are so focused on customer engagement as an end goal, it can be difficult to recognize and understand the challenges that social media can create for larger, multi-department companies.

How To Resolve Disputes In Family-Owned Businesses

Family-owned businesses present unique and difficult problems that are generally not found in other closely-held businesses.

New DOE Rule is Milestone for Industry

Oct. 25, 2011 the Direct Final Rule issued by the Dept. of Energy (DOE) setting regional standards for residential furnaces, heat pumps, and central air conditioners will be final, starting the clock ticking toward the first implementation deadline of May 1, 2013, for non-weatherized furnaces.

10 Ways to Keep Current Customers Coming Back

In the competitive industry of service and replacement HVAC, keeping customers has always been easier than getting new ones.

20 Questions with Gary Ward

Gary Ward, owner of Gary’s Heating and Air Conditioning Inc., discusses training, fleet design and the relentless Texas heat.

20 Questions with Scott Klososky

Scott Klososky, technology guru, consultant and author of The Velocity Manifesto, discusses how technology is changing leadership and why HVACR business owners should care.

Pulling It All Together: A Good Financial System

A good financial system is based on both the monthly financial data and weekly information you gather. These five activities will help you discover whether your company is moving in a positive, profitable direction.

Rise Above the Politicians: Debate for Success, Not Stalemate

By Terry Tanker. Properly debated and documented decisions can move leaders forward with a plan of action that is supported by all, instead of a stalemate that leaves everyone dissatisfied.

Make Time for Face Time

Although there is a marketing push to increase online presence, build communities and interact through technology, when it comes down to it, people buy from people. Make time for person-to-person relationship building.

6 Easy Steps to Closing a Sale

Great sales closers set an objective, go into a meeting with the right mindset (to sell), check with the customer to make sure they're relating, reiterate their purpose and most importantly, ask for the sale.

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