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 30 years experience in HVAC sales,
sales management, marketing and consulting have given Tom Piscitelli
a wealth of expertise in the industry. Tom has worked 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 5,000 graduates.
His articles have been published in HVACR Business
Magazine, Contracting Business
Magazine and HVACR & Plumbing Distribution Magazine.
He is very active in bringing cutting-edge training methods
to the HVAC industry and has presented over a dozen live
and taped web casts on HVACCHANNEL.TV and HVACTV.COM.
Tom enthusiastically focuses on the relationship with the
customer as paramount in sales success. “I do not make
a distinction between ‘selling’ a customer and ‘knowing’ a
customer. Customers buy from people, in particular people
they trust. Developing skills that help build a trusting
relationship with customers is what I hope to bring to our
sales graduates.”
Tom has created the T.R.U.S.T.® sales process where
high professional standards meet with the efficient determination
of needs and quickly offering a solution. No fluff. No waste.
Just a very fine blend of attitudes and tools for building
agreements with qualified buyers.
The T.R.U.S.T.® sales process separates his training
from others. This process 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 the trainers, makes these the most effective sales training
programs offered anywhere.
Contact Tom Piscitelli at tom@sellingtrust.com, phone: 425-985-4534.
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Copyright 2004-2007 — Applied Learning Associates
Inc. — All Rights Reserved
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