In this episode of the Successful Life Podcast, host Corey Berrier is joined by Carl Ippoliti to discuss crucial upcoming changes in the HVAC industry, particularly the refrigerant transition. Carl, with over 50 years of experience, dives deep into the impact of the Montreal Protocol and the new refrigerants set to replace R410A. They also delve into the science of sales psychology, emphasizing the importance of understanding personality types for more effective communication and sales. Carl shares insights from his certification in Franklin Covey’s '7 Habits of Highly Effective People,' and offers valuable tips on recognizing and adapting to different customer personality types to build trust and close sales successfully. 00:00 Introduction and Guest Introduction 02:03 HVAC Industry Experience 02:46 Upcoming Refrigerant Changes in 2025 06:51 Training and Safety for New Refrigerants 08:43 Franklin Covey Certification and Personal Growth 09:28 Understanding Personality Types in Sales 13:05 Adapting Sales Techniques to Different Personalities 26:01 Identifying Personality Types in Sales 26:14 Understanding Customer Questions 26:57 Decision-Making and Evidence 27:40 Time Management and Customer Expectations 28:12 Backup Styles and Self-Reflection 29:57 Adapting Your Selling Style 31:10 Building Trust and Comfort 33:51 Recognizing and Reacting to Signals 38:46 Effective Sales Questions 42:19 Navigating Industry Changes 46:52 Cost-Benefit Analysis in Sales 52:55 Final Thoughts and Recommendations

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