Tom Piscitelli Full Bio
Tom Piscitelli
Over 34 years experience in HVAC sales, sales management, marketing and consulting have given Tom Piscitelli a wealth of front-line business expertise. He has developed his sales talents by working with major manufacturers, distributors, contractors, builders and utilities.
Tom Piscitelli
His articles have been published in HVACR Business Magazine, Contracting Business Magazine and HVACR & Plumbing Distribution Magazine. He is active in bringing cutting-edge training methods to the HVAC industry and has presented webcasts on HVACCHANNEL.TV, HVACTV.COM and the YORK System Selling Sales Bytes® Series.
Tom enthusiastically focuses on the sales person’s relationship with the customer as paramount to sales success. “People don’t care about how much you know until they first know that you care. Customers buy from people, in particular people they trust. Developing skills that help build a trusting, long-term relationship with customers is what I strive to bring to our sales graduates.”
Tom has created the T.R.U.S.T.® and CHOICE® sales processes where high professional standards meet with the efficient determination of the customers’ needs and the unbiased offering of customer choices. This is a fine blend of attitudes, skills and tools for creating client relationships that last.
The T.R.U.S.T.® and CHOICE® sales processes separate his training from others. This includes lecture, discussion, workshop, homework, role-play, positive feedback, video-taping and teaming. The skillful combining of these proven training techniques, matched with the extraordinary talents and experience of Tom and his associate trainers, makes for extremely effective sales training programs.
Get Great Sales Training from Tom Piscitelli and Applied Learning Associates.
Contact Tom Piscitelli at tom@sellingtrust.com, phone: 425-985-4534.
With the stand-alone TRUST PRO™ product offered by C5 Services now being unavailable many of you have contacted me about an alternative. I am very, very pleased to announce the development of TRUST PRO™ Online, a web-based service that will replace the most important sales features used in the stand-alone product. Web-based means that the software will reside on a remote server and all you will need is Internet access to connect to the program. Any wifi or 3G connection will be fast and effective. Web-based also means there will be no laptop compatibility issues that... [Read more]
May 18, 2010 Dear C5 Customer, I am writing today to notify you that as the owners of C5 Services, we have determined that we are no longer able to keep our dream alive and are ceasing operations on May 27th. The C5 software user license(s) you purchased from us (in many cases through your local distributor) requires you to pay annual renewal fees. Technically, by ceasing operations, your rights to use our software would end when your license term expires. However, before we shut our doors and sell our assets, we have decided to grant you permanent user license status... [Read more]
Black Friday. People line up hours ahead of early-morning store openings to buy heavily discounted products advertised as the lowest prices of the year. Price promotion. Saturday morning. An in-home sales person sits at the kitchen table with his proposal and the interested homeowner challenges his price. The sales person negotiates on the price and gets the sale. Price reduction. Is there a difference? There is a big difference. Offering a price and later negotiating a lower amount may get you the sale but it also delivers a powerful message to your new customer that you... [Read more]
All pricing methods have one goal in common: that you produce your target net profit. We’ll look at several approaches beginning with using a single divisor (or a single multiplier…they provide the same result). What you need to know: 1. Your product and material costs 2. Your hourly labor costs 3. The hourly labor burden costs (this includes the company benefits provided for each labor-hour) 4. Your overhead as a percentage of sales 5. Your desired net profit as a percentage of sales 6. Your sales commission as a percentage of sales Step 1: Add Up Your Costs For each... [Read more]
As many of you know I’m involved in helping establish a distribution and contractor network for Owens Corning’s AttiCat® residential attic “re-insulation” products. Nearly every home in America, every home you go in to every day, has less attic insulation than the DOE recommends. The benefits of upgrading attic insulation are exactly the same benefits that your customers get from our best HVAC products: Save Money, More Comfort, Peace of Mind, Equipment Lasts Longer, and it’s Green! The investment is amazingly low, especially compared to the rate of return. ... [Read more]
