Our Team
Learn
from industry gurus with literally hundreds of years of HVAC
sales experience
We
won't rest until you have a solid understanding of how to "give
the customer what they want."
Our trainers help you develop fundamental selling skills using proven training techniques. Our seminars combine lecture, workshops, role-playing and behavior-reinforcing feedback to ensure that — no matter what your learning style — you get the skills you need. |
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Benefit
from our vast experience "in the trenches"
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Tom
Piscitelli
Over 30 years experience
in HVAC sales, sales management, marketing and consulting have
given Tom Piscitelli a wealth
of expertise in the industry. Tom has honed his sales talents
by working with major manufacturers, distributors, contractors,
builders and utilities. This gives him the unique edge of exceptional
industry insight backed by front-line experience. In 1997,
Tom founded Applied Learning Associates, Inc. and began teaching
the acclaimed 4-day System Selling That Works! seminar
series. This highly successful HVAC sales training program
has helped boost the sales of over 3,000 graduates.
(read full biography)
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John
Sedgwick
John Sedgwick has 35 years of industry experience as a sales and marketing
executive, and sales training and business consultant. He is a frequent author
in industry trade publication and has received special recognition from the
former NHRAW wholesaler association for contributions to two-step distribution. |
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Bill Ribble
Although
best known as Honeywell's original "Control
Pro", Bill Ribble's long Honeywell career as a sales
representative in 1959, calling on distributors, wholesalers,
contractors
and OEMs in central Indiana. He received numerous sales achievement
awards, including the President's Club, Honeywell's top sales
recognition award,
and he served as Denver branch manager, in charge of sales
in seven western states. In 1983 Ribble he became Honeywell
Field Sales Training Manager, and during the ensuing years
he created and produced the widely acclaimed Control Pro
series of technical training videos. He continues to write
technical articles for seven U.S. and Canadian trade journals,
and also performs consulting work for Honeywell on its technical
training programs.
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Chuck Pollis
A graduate of Carnegie Mellon University, Chuck Pollis has
over 40 years experience with Honeywell in various sales
and marketing positions. While with the company he served
as territory manager, area manager, regional promotional
market manager, and was a key member of Honeywell's marketing
team for residential, commercial and industrial air cleaners.
As a consultant, Pollis taught Honeywell Control Pro, Power
Pro, Source Gas Ignition, Indoor Air Quality, and System
Selling That Works! classes for the past 10 years throughout
the United States and Canada. Pollis owns Clean Air of Carolina,
a distributor of Honeywell Commercial Air Cleaners to wholesalers
and contractors in North and South Carolina.
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Dave
Robinson
Dave Robinson's long career with Honeywell began as a sales representative,
and he quickly moved up the chain of command thanks to his knowledge of controls
and the selling process. He is the recipient of numerous Honeywell sales
awards. |
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| Tom Piscitelli |
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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.
In 1997, Tom founded Applied Learning Associates, Inc. and
began teaching the acclaimed 4-day System Selling That Works
seminar series. This highly successful HVAC sales training
program has helped boost the sales of over 5,000
sales-professional graduates.
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.
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Copyright 2004-2008 — T.R.U.S.T.® Training and
Consulting — All Rights Reserved
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