When it comes to closing the deal, try to do it on the first call.
I called this age-old process "double-dip selling." I suggested instead that contractors could use a portable computer to run the load calculations, select the equipment and develop the payback schedule. Not much has changed in the way contractors sell their jobs. But the technology is now there to make it easy for salespeople to perform surveys, gather information needed and put it into a computer program that can give owners everything they need to know, including the price. Let's look at where we are now.