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.
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]
I talked with a comfort advisor today who finished October at $140,000. Nice. It gets better. September was $150,000 and August was $120,000. Fluke? Anomaly? Freak occurrence? Not likely. So I asked. This guy’s not the “hard closer” type although he does ask, and ask again. And he’s pretty good at objection handling. His overall closing rate just under 40% which is a solid but not off-the-charts number. And his first-call close rate, which means out of the jobs he does get, the percentage that are on the first call, is only 20%. That means that he sells 4-out-of-10... [Read more]
Sales Coach Mission To train and support motivated sales professionals to achieve extraordinary sales success. Sales Coach Objectives To be determined by each client but will include: Create a personalized in-home sales process Create appropriate selling tools and materials Learn how to effectively use the sales process, tools and materials to address the most common sales situations To reach a targeted goals in sales revenue, gross profit margin, close rate, referral lead generation and income To provide owners and managers with a sales process they can manage and support Sales... [Read more]
Few have put thought into what to leave behind after a call and fewer still see it as a significant part of the sales process. It is. So that we’re all thinking about the same thing, I’ll define “leave behind” as whatever you leave with the customers at the end of the call, whether you make the sale or not. Do this: in the margin on this page write down what you always leave behind after you make a sale. Then write down what you always leave behind when you do not make the sale. I emphasized “always” because I’m interested in helping you create a standard... [Read more]
