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Diagnostic Tests That Teach and Sell
Since the mid 1980's most contractors have been selling air conditioning and heating using methods like slick calculations that promised return on investment and energy savings. Times have changed and so have our customers. Today's buyers are better equipped to make...
Design Vs. Redesign
We've looked, but can't find it. There are mountains of information about how to design a new HVAC system, but nothing much that addresses how to redesign one. It would take hundreds of pages to completely detail the process, but let’s take a stab at the basic ideas....
Declare Independence from the Weather
by David Holt
Declare Independence from the Weather by David Holt Outdoor temperatures have been exceeding 100° F all across North America this summer. HVAC contractors in these "hot spots" have been racking up some serious overtime trying to handle all the emergency no-cooling...
Community Focus Creates Awesome Opportunities
by David Holt
Community Focus Creates Awesome Opportunities by David Holt, NCI Director Sales & Service Leadership How many times have you had a young baseball player come to your shop asking for donations to help support their team as they travel to a tournament? If you're...
Coaching Transforms Your Future
by Nita Brooks
Coaching Transforms Your Future by Nita Brooks, NCI Business Solutions Development Manager A big responsibility of leadership is building future leaders. The good news is that building future leaders not only develops winners on the team, it also creates a path to...
CO Monitor Sales Tips
by National Comfort Institute, Inc.
We received two great tips on creative ways of selling Low-level Carbon Monoxide Monitors and using them to help close sales. The first tip is from NCT Member, John Jones of ABC HVAC CO., Clarkston, MI. When one of John's service techs offers the NSI 3000 low-level CO...
Closing More Sales The Performance-Based Way
by David Holt
Closing More Sales The Performance-Based Way by David Holt, NCI Director Sales & Service Leadership The rapid pace of technological development means that no manufacturer can maintain a competitive edge for very long. Manufacturers develop a hot new box and,...
Does Your Business Operating System Need A Tune-up?
by David Holt
Does Your Business Operating System Need A Tune-up? by David Holt, NCI Director Sales & Service Leadership You may have never considered this, but the “Operating System” (programs like Microsoft’s Windows, Google’s Android, or Apple’s iOS) is actually the most...
Building Relationships with a Servant Attitude
by Nita Brooks
Mahatma Gandhi said, "The best way to find yourself is to lose yourself in the service of others." Servant Leadership A servant leader is one who leads with the objective to better serve others by enhancing the growth of individuals through teamwork and...