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.
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]
by Tom Piscitelli Congratulations! You just made a sale! Now what? Some sales people might think the work is done, that they’ve completed their part by getting the customer to say “yes” and sign the agreement. Well, if the sales person’s goal is to get the sale and move on to the next prospect, they could be right. But if the sales person wants customers for life, then there is more to be done. Imagine you’re the homeowner who has just made a big purchasing decision, one you’re a little unsure about. You don’t know much about... [Read more]
