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 Coach 8 Week Program:

• Getting Started: Week 1-3

There will be an initial one-hour phone consultation with Tom to establish goals and objectives and creating an individual training plan. The training plan will be a combination of self-study of the System Selling In-Home Sales Call process, product training by others, going out on installations, ride-alongs with technicians and observing sales calls made by others in the company. The sales manager will be involved in making sure the plan is followed and provide ongoing direction and support for the participant. There is one additional individual teleconference with Tom each week.

• Weekly National Sales Coaching Teleconferences: Bi-weekly

Tom will lead bi-weekly one-hour Sales Coach teleconferences with other Sales Coach participants around the country. Each session will have a review topic with plenty of time for Q&A.

• System Selling Sales Tools Creation: Weeks 4-5

The professional in-home sales person will need the following:

• Cook Book or similar pricing tool for use at the kitchen table
• At least two financing programs and competency with the paperwork
• A Best-Better-Good Proposal Worksheet (not the current company contract)
• A whole-house load calculation form or software
• A Photo-Testimonial Binder (before-after job photos and customer testimonials)
• A professional Company Presentation Book
• A company-logoed folder for homeowner leave-behind materials

System Selling with T.R.U.S.T.® Boot Camp: During weeks 6-8 as classes fill

This is a 3 ½ day full “boot camp” seminar to be held at a regional location. In addition to class room instruction, there are three challenging one-on-one role plays with Tom, DVD recording of each role play, personalized performance feedback and lots more. All sales tools, strategies and tactics will be discussed and practiced. The graduate will be prepared and confident to immediately engage in sales calls with the expectation to close high-end system sales. Class size limited to allow one-on-one coaching by Tom. All materials, continental breakfast and lunch are included. Owners and managers may attend to observe at a reduced fee.

Complete 8 Week Sales Coach Total Investment $2,900 Includes:

• Getting Started: $700

All participants must have a personal copy of the Tom System Selling In-Home Sales Call DVD and Workbook, The Best of System Selling Audio CD Set and Ron Smith’s HVAC Spells Wealth book. This includes three personal teleconferences with Tom.

• Weekly National Sales Coaching Teleconferences: $100 per month; 2 month minimum

This is a per-company fee for a single line connection. No limit to the number of persons who listen and participate. Speakerphone with mute capability is recommended.

• System Selling Sales Tools Creation: No fee; provided by participant

Tom will provide samples and/or direction on creating these. Third-party suppliers can provide some of these products (pricing noted).

• Cook Book or similar pricing tool for use at the kitchen table
• At least two financing programs and competent with the paperwork
• A Best-Better-Good Proposal Worksheet (not the current company contract)
• A whole-house load calculation form or software ($1,200 includes more features)
• A Photo-Testimonial Binder (before-after job photos and customer testimonials)
• A professional Company Presentation Book ($200)
• A company-logoed folder for leave-behind materials

• System Selling with T.R.U.S.T.® Boot Camp: $2,000 for sales person; $500 for manager

All Tom Piscitelli sales training, coaching and sales materials are 100% Sales Results Guaranteed to produce the promised sales results or be fully refunded.