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.
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]
by Tom Piscitelli During a recent interview on HVACTV.com, three of us were asked, “How can our industry reach the millions of existing homeowners with the breaking news about the new products and services we have to offer?” Most of us would readily arrive at the opinion that we need to get contractors and manufacturers to advertise more. Sure that works, but to really have impact, to really create consumer demand, we’d have to spend millions of dollars — money our slim-margin industry just doesn’t have. Earlier in that same HVACTV.com show, Rex... [Read more]
by Tom Piscitelli How many times have you bought something that was “cheap?” Or bought something from someone you weren’t completely comfortable with? We all have. And what was the result? Perhaps the product didn’t live up to your expectations, and you had to buy it again. Only this time you bought the better one, or even the best one. And if you purchased it from a salesperson you weren’t quite comfortable with, did you refer friends or relatives to him or her? Probably not. Why did you make those decisions? As consumers, we learn from our buying experiences.... [Read more]
