Technician servicing heating boiler iStock/Thinkstock

Do technicians really sell?

For a long time, I thought if I hired clean, sharp, articulate, intelligent technicians with mechanical aptitude that I could teach them to sell.

I met a guy, a home service contractor, at a gas station driving a brand-spanking new GMC Yukon Denali, who told me it gets 45 miles to the gallon. He also told me he gets his home service technicians to sell. That should've told me something.

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TAGS: Management
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