Unlock the Secrets to High-Performing In-Home HVAC Sales

I just wanted to take a moment to say thank you for developing your new T.R.U.S.T. Service Technician Training Program and workbooks. The entire product was very professionally designed and shows exactly how our technicians need to go to market with this program. We are implementing the program and are seeing more than average tickets, which has led to more leads for our Comfort Consultants. We have also had fewer customer complaints, as they are seeing more value to their service. Our company will continue to use your program in the future to enhance our business. Thank you for an outstanding job in designing this new program.

I just sold an $11,000 job using the techniques I learned from you. Since attending your *System Selling* training session, my closing rate and average ticket size have increased. First, I’ve been selling my company brand, getting them comfortable with me, and convincing them that we are their company of choice. Second, I’ve been presenting three choices. Lastly, I've been spending more time on the entire in-home sales process…I have added at least 30 minutes to an hour to my typical call. Thanks again for opening a new door in the house of knowledge.

Before the end of the first day of sales training with you, I knew that your Geothermal Sales class would be well worth my investment. In fact, because of simply offering “the best” and asking for the sale, I could close a geothermal sale today, just two weeks after your class, consisting of two systems for a total gross sales price of over $42,000! I was fortunate enough to invest in the training videos and can’t wait to see the difference they make for my service technicians! I have seen many different schools of thought for sales in our industry, and yours is by far the most practical! Thank you for being so passionate for this industry!

Thanks for all your help. I meant to tell you before but got so busy that I forgot to e-mail you. My average ticket price this past month went up to $10,600!!! My close rate is between 50% and 60%, but I have had great success with upselling! Thanks again for all you have done for us. Your training and support have greatly helped me increase my sales!

I have been in the industry for over 30 years, and I must tell you, if I only knew your technique when sitting at kitchen tables, my closing rate would have gone up. What a tremendous direct personal approach, and keeping the customer’s best interest in mind rings through. Tom, your honesty and sincerity spell success in both sales and life. It is my pleasure to make your acquaintance.

John and I have been doing well.  80% of our sales have been 15 SEER or Higher, and we have been tracking around a 50% close rate since our class.  We have also been financing more, maybe 20% of sales.

I was in your class in Tampa, and I had some great experiences after that class.  Thanks to your training, I closed $120,000 in one week.  Two of the jobs were over $30,000.  Thank you for the techniques. I was even complemented by some of my clients, who said that my presentation techniques made it easy for them to decide what to buy.  I have been listening to the audio CDs you gave us so I don’t forget something.  I have even picked up a few new things from the cd’s again.

Tom's training approach for our salesmen and technicians is consistent with our value system, which is professional and focused on customer service. Success in sales is not dependent on gimmicks or high-pressure tactics. His approach is to provide each employee with the tools to get the job done and the confidence to accomplish their goals.

In true consultant fashion, Tom has put together a system of the best practices and ideas used by the most successful sales professionals in the industry. Using his program of audio and books BEFORE the workshop is an excellent approach. This enables full use of all time spent in the workshop. Tom is easy to work with and is one of the best in the business.

I have owned and managed a Residential HVAC Installation and Service Company since 1978. As a huge proponent of customer service and sales training for our personnel, I have routinely invested in industry consultants to improve the level of competency and service all our staff provide. Tom has been our “Top Choice” for the last decade in preparing our employees to exceed our customers’ expectations!

I just wanted to thank you for all your support, training, writing, and other efforts. Since we started participating in your seminars, we have noticed that our sales and service department functions better, which has resulted in better income. I've known you for almost six years and learned a lot from you. I called you many times for advice, and you were there for me and my company staff. I wish you all the best in your extraordinary career.

The training class yesterday was VERY beneficial!  I closed a $10k job on the phone on the way home last night! It always helps to be reminded of the importance of **consulting** and **offering choices instead of** **throwing out bids** and **trying to sell**. The importance of spending most of the visit on the Discovery phase and using the survey form also hit home. It will gain trust and confidence and set us above the competition.  Three things I will commit to improve on: 1. Using a survey form religiously and taking notes - DON’T go immediately to the equipment! 2. We offer financing and monthly payments for EVERY choice. 3. Updating and using the Company Presentation Book consistently. Thank you for the opportunity to learn and improve.

As an owner of a Heating, Cooling, and Plumbing company, we are constantly presented with many challenges, with growth at the forefront. In 2002, we decided to grow our business by 25% year over year, and we knew to accomplish this feat, we would need all-encompassing sales and “Repair vs. Replace" lead-generation processes. We also knew we didn’t have those capabilities in-house and would need to hire a professional trainer. We wanted an industry-knowledgeable, successful, ethical individual and, most importantly, a trainer whose method was consultative selling rather than the stereotypical “car salesman” technique. After a thorough exploration of candidates, we chose Tom Piscitelli. From the time we engaged Tom to the present (2012), Tom’s methods, processes, and personal interactions with our company have been one of the reasons we have exceeded our goals. More importantly, my time with Tom inspired me to create many new concepts, selling practices, and marketing ideas that are helping us build the company we always dreamed of. I’m sure anyone working with Tom will reap the same successes as Hutchinson.