Tom Piscitelli
Partnering for Profit
10:00AM | Oct 28
What does it cost you to create a single purchase order for equipment, parts and supplies? What is the added cost of writing three purchase orders to three suppliers for a single job? What does it cost you to manage backorders? What does it cost you when a delivery commitment is missed? Contractors who partner with distributors with the mutual purpose of helping the contractor be more efficient and effective in their business are significantly more profitable than those who do not. Distributors can provide support and services to the contractor that save time, effort and money which quickly add up to increased profitability. Find out how you can create an effective business relationship with your supplier that will add 5% or more to your bottom line.
About Tom Piscitelli
Tom’s 40 years’ experience in HVAC sales, sales management, marketing and consulting have given him a diverse business expertise. He has developed his sales and business capabilities by working with contractors, major manufacturers, distributors, builders and utilities.
In 1997, Tom founded TRUST® Training and Coaching and began conducting sales seminars that have improved the confidence and sales performance of over 8,000 HVAC sales professionals.
Tom enthusiastically focuses on the sales person’s relationship with the customer as paramount to sales success. “People buy from people, in particular people they trust. Developing professional selling skills that help build a trusting, long-term relationship with customers is what I strive to bring to our sales graduates.” His training has been referred to as “the soft-sell with high-skill, most honest approach to selling”.
His articles have been published in trade magazines, he often speaks at industry events, he has produced three HVAC sales training videos and he particularly enjoys bringing cutting edge training approaches to our industry. His most recent project has been co-authoring and publishing the book, Proposition Selling: How to Create Extraordinary Success in Business-to-Business Sales.
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