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Tech Tips:

The Strange Behavior of Moisture in Stuff

Water is weird and water vapor is even weirder – before we dive down this rabbit hole lets define some terms To better understand the behavior of moisture in materials, we need to first define some essential terms and concepts: Relative Humidity (RH): The ratio of the amount of water vapor in the air to […]

Something to Watch For When Replacing a Thermostat

Sometimes, you may have to replace a fancy thermostat with a simple one. It may be because the customer got fed up with all the options, or maybe the basic stat is the only thing on your truck. No matter the reason, you need to make sure the new thermostat can do the old one's […]

Coil SHR, Ventilation, and Bypass Factor – Advanced Psychrometrics Part 2

This is the second article in a three-part series where we explore advanced psychrometrics. The source material for each of the articles in this series is ACCA Manual P Sections 3, 4, and 5. This article is based on information found in Section 4. If you followed the previous advanced psychrometrics article, you now know […]

What Willis Understood

I've been reading a book called Cool: How Air Conditioning Changed Everything, and it got me interested once again in the history of air conditioning and refrigeration. Like many things, the people who are credited with “inventing” are the ones dogged enough to make an idea commercially successful, not the idealists forever tucked away in the […]

EcoBee Thermostats and Dehumidification

Dehumidification features have been common on residential systems ever since the introduction of variable speed blower motors. The system is set up so that the blower can produce less CFM per ton when the latent load (humidity) in the space is higher than the setpoint relative humidity. Slowing the blower increases moisture removal by […]

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Podcasts:

How to Size Dehums w/ Tim De Stasio

In this episode of the HVAC School podcast, host Bryan Orr interviews Tim De Stasio, an experienced HVAC practitioner and consultant. Tim shares his journey in the HVAC industry, from his early days in vocational school to running his own contracting business for 12 years. He now focuses on consulting, design, and contractor training, […]

An IAQ & Dehum Case Study w/ Genry & Nikki

Nikki Krueger and Genry Garcia return to the podcast to talk about a recent IAQ & dehumidification case study on a vintage home in Miami. The home was very clean but had a musty odor and VOC concerns. You can read the case study in the “Literature” section at https://www.santa-fe-products.com/about-us/media-resources/. Blower door tests and ZPD […]

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How to Evacuate an AC system, Full Vacuum Procedure

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HVAC School – For Techs, By Techs

Real training for HVAC ( Heating, Ventilation, Air Conditioning and Refrigeration) Technicians. Including recorded tech training, interviews, diagnostics and general conversations about the trade.

In this candid conversation, Nathan and Bryan dive deep into the often-misunderstood world of sales in the construction and HVAC trades. Nathan, who has transitioned from fieldwork to spending roughly 60% of his time in sales, offers a unique perspective on why sales professionals are necessary despite the skepticism they face from tradespeople. The discussion tackles head-on the negative perceptions surrounding salespeople while making a compelling case for their essential role in growing and sustaining a trades business.

The conversation explores the fundamental differences between residential and commercial sales, revealing insights that anyone in the industry will find valuable. Nathan explains that residential sales requires quick relationship-building, subject matter expertise, and the ability to emotionally connect and disconnect rapidly from customers you may only see every few years. It’s essentially retail sales with a technical component. Commercial B2B sales, on the other hand, is far less transactional and much more relational—it’s about building confidence, managing accounts effectively, and ensuring clients can focus on their core business while you handle their facility problems seamlessly.

One of the most refreshing aspects of this discussion is Nathan’s honesty about the unglamorous side of sales. He emphasizes that the job isn’t about fancy lunches or golf outings—it’s about being the person who answers their phone, follows through on commitments, and doesn’t shy away from uncomfortable conversations. The guys share frustrating examples of poor salesmanship, from ghosting potential clients to making promises that can’t be kept, illustrating how these failures give the entire profession a bad reputation. Nathan stresses that good sales is fundamentally about managing expectations, delivering on promises, and serving as the crucial liaison between customer needs and production capabilities.

The conversation concludes with practical advice for tradespeople considering a move into sales: if you’re motivated by the chase, enjoy solving people’s problems, and find satisfaction in knowing your work directly impacts the bottom line, sales might be for you. But if you’re just looking for an easier path with less physical labor, think again—great salesmanship is mentally demanding work that requires constant follow-through and resilience.

Topics Covered:

Why tradespeople are often critical of sales and the misconceptions about the profession
The difference between “good” and “bad” salespeople and the moral use of sales skills
Essential traits for successful residential HVAC salespeople, including product knowledge and emotional agility
How commercial B2B sales differs from residential—less transactional, more relational
The critical importance of follow-through, responsiveness, and keeping promises in account management
Why sales serves as the essential “oil in the machine” that prevents business breakdowns
The role of salespeople in managing customer expectations and protecting production teams
The unsexy reality of sales work: constant uncomfortable conversations and problem-chasing
When entertaining clients (golf, lunches) is appropriate versus when it becomes buying work
Advice for tradespeople considering transitioning into sales roles

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Search Episodes

Residential vs. Commercial HVAC Sales

12/18/2025

Bryan Orr

When Ammonia Ruled the World – Short #270

12/16/2025

Bryan Orr