HVACR Business

JUN 2017

Help hvacr contractors master the critical components of business management.

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THURS SEPT 7, 2017 | 9:00 – 10:00 AM FRI SEPT 8, 2017 | 4:00 – 5:00 PM Hear Out-of-this-World Speakers Network with Other Super Heroes Discover The Next Big Thing 1 2 3 Business Performance Expert and One of the Top 100 Keynote Speakers in the US Ranked by Meetings & Conventions Magazine Actor, best-selling author, motivational speaker, advocate, and wounded U.S. Army veteran Ryan Estis JR Martinez ©2017 Service World Expo www.ServiceWorldExpo.com | Register Now! 24 HVACR BUSINESS JUNE 2017 www. hvacrbusiness .com W omen have some great sales skills that come naturally and a woman's selling style is radically different from a man's — and that could be an advantage for your company. Let's face it: whether male or female, everyone has their own style when it comes to sales. It's okay to be different. While the ap- proach and the techniques may be differ- ent, the important thing is to be profes- sional, be yourself and deliver results. In a former job, I was "informed" that I must follow a rigid script and procedure to be successful in sales. Most of my expe- rience to that point was in administration and marketing, so branching off into a sales role made me somewhat nervous. Although the person coaching me meant well, this rigid script was not a technique that flowed well for me — and customers could not relate. Aer one (not very convincing ) attempt, I decided to BY JULIE DECKER, PRESIDENT OF WOMEN IN HVACR A Woman's Style is What Your Company Needs SALES change my approach and simply be myself. I thought it would be better to approach people the way I wanted to be approached and, more importantly, to listen and fol- low up. is way of selling came much more naturally to me, and the results spoke volumes. Remember the Basics While there are obvious differences be- tween selling styles, the basics of listening, following up with a customer's needs and doing so with integrity, honesty and genu- ineness always work. What I have been told throughout my career, is that women tend to: • Be more approachable • Build strong relationships • Earn trust • Have a different level of intuition • Listen for the details • Listen to an issue or opportunity as though solving a puzzle to create a rea- sonable solution ese might be characteristics that come naturally to women, but they're traits any sales person, regardless of gen- der, can use with success. Companies that capitalize on these tend to improve their own reputation. e "face" of the compa- ny can definitely make an impact. Recruit More Women LinkedIn recently conducted a survey of female sales people over a 10-year span. e female presence in sales roles has in- creased from 36 to 39 percent, and women in the workforce has increased from 37 to 41 percent. e HVACR industry, like many oth- ers, is in the midst of a workforce shortage. One way to address this is to actively re- cruit more women into the industry, in all areas — from administrative roles, to tech- nicians and, yes, sales. e Women in HVACR organization is strategically focused on increasing the number of females in the industry. We offer scholarships to females attending technical schools and universities that are working toward a career in HVACR. e organization is offering $6,000 in scholarships this year —an unprecedented amount we hope continues to increase each year. e HVACR industry is a great career choice and one that offers great diversity, especially in the sales role. Women have an incredible opportunity to make a differ- ence and build a rewarding career. u Julie Decker is the distribution sales manager for Carlisle HVAC, the divisional name for brands of Hardcast duct sealant, Dyn Air duct accessory hardware and Nexxus brand of four bolt flange products. She is responsible for sales in the U.S., Mexico and Latin America through manufacturer's representatives. In addition, Julie currently serves as president of Women in HVACR. For additional information, visit womeninhvacr.org. Women have an incredible opportunity to make a difference and build a rewarding career.

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