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Have you ever felt stuck after a promising sales meeting, facing the usual objections like “I need to think about it” or “I’m talking to others”? I’ve been there—wondering how to turn those hesitant answers into a firm ‘yes.’ Today, let’s explore a clever, yet simple closing technique called the sunset close. Drawing from my…

Ever wondered when is the perfect moment to train your HVAC sales team for maximum impact? Imagine navigating the ups and downs of seasonal demand while ensuring your technicians are sales savvy and ready. Drawing from 20 years of Sacramento HVAC data and insider sales coach insights, this guide unveils strategic training timing that can…

Imagine starting your week with a simple yet powerful commitment: to always do the right thing for every client. This isn’t just about sales or technical expertise, but about building an identity grounded in integrity that guides you through every toughest decision on the job. Integrity in HVAC Sales is something some companies dont talk…

Starting a new sales role is thrilling, but the excitement often fizzles out when the paycheck arrives, especially if you haven’t cracked the code of your commission plan. I vividly recall stepping into a new job clueless about how to navigate my comp plan—and missing out on thousands of dollars without even realizing it. Understanding…

Years ago, I hopped off a plane in Honolulu and wandered into a small, local shop. The staff seemed sharper than your average tourist-trap sales team, and after a brief chat, I learned their manager insisted on near-daily practice—even while balancing tiki torch sales and sunset gawking. Odd? Maybe. But it stuck with me: when…

Let me start off with a confession: The first time I realized the job I’d given years to didn’t see me beyond my initial role, I felt blindsided. Picture this – you grind, you learn, you even take online courses late at night, only to watch someone less experienced land the promotion. Sound familiar? You’re…

Let me paint you a picture: It’s the week after Thanksgiving, you’re halfway through a leftover turkey sandwich, and your phone pings yet again—another ‘once-in-a-lifetime’ deal vying for your budget. I’ve been there, clutching my worn-out laptop in Hawaii, mentally adding up expenses while customers—overwhelmed from Black Friday blitzes—struggle to make sense of it all.…

Ever had a prospect cut you off with, “Just give me the price”? I used to think that was a lost cause—until a guy once demanded a price at my cousin’s wedding (yes, really—he barely waited for the cake to be sliced). It felt awkward, but it sparked my fascination with what that question really…

Picture this: You, a hesitant HVAC sales rep, freeze up when a customer tosses the age-old price objection your way. Been there? I once bungled a perfect sale because I couldn’t improvise. That’s when I learned that top salespeople aren’t born with quick comebacks, they practice them—sometimes awkwardly, often repeatedly, always intentionally. This isn’t a…

Few things throw you off your rhythm like a client who, just as you’re about to shake hands on a deal, slides in, “So is that extra warranty included?” Been there. You know, years ago, I found myself giving away far more than I realized—until I learned the hard way why setting boundaries isn’t just…