Tom Piscitelli's T.R.U.S.T.

Sales Byte®

Engage and Educate with Energy Star®

The Energy Star® logo is recognized by people of all ages to represent products that conserve energy, and by implication, are of a better quality. The Department of Energy (DOE), which supports Energy Star, would love our industry to be more effective at upgrading our customers to these higher efficiency products. Collectively, our industry has the potential to significantly reduce our dependence on foreign oil as well go a long way in helping our environment. Have you taken a look at the Energy Star website web site lately?

One of my favorite Energy Star brochures, the 28-page Guide to Energy Efficient Heating and Cooling, advises the homeowner, in many ways, to seek out the best in what we have to offer. Here are some examples:

  • The average household spends more than $2,200 a year on energy bills, with nearly half of this going to heating and cooling costs.
  • Consider Making a Change if Any of the Following Statements Apply:
    • Some of your rooms are too hot or cold.
    • Your home has humidity problems, excessive dust, or rooms that never seem to get comfortable.
    • Your equipment needs frequent repairs and your energy bills are going up.
    • Your heating and cooling equipment is more than 10 years old.
  • Dirt and neglect are the top causes of heating and cooling system inefficiency and failure. To ensure efficient system operation, it’s important to perform routine maintenance.
  • Seal Your Heating and Cooling Ducts. In typical houses, about 20 percent of the air that moves through the duct system is lost due to leaks, holes, and poorly connected ducts. The result is an inefficient HVAC system, high utility bills, and difficulty keeping the house comfortable, no matter how the thermostat is set.
  • Choose the right equipment.
  • Choose the right contractor.
  • An Energy Star Quality installation can increase efficiency by up to 30 percent.

There is much, much more information that can be useful in this single brochure. Check out the web site and you’ll be amazed at the highly credible collateral material support you will find that will help you set yourself above and beyond others. Offer to send links to this literature when confirming an appointment by email. Use these brochures to engage your customers in discovery conversations during your survey. Differentiate yourself from others who aren’t wise enough to educate with Energy Star.

Good Selling,

Other stories

ANNOUNCING: Sales Coach Sales Training Seminar June 9-12

In four days you or your sales person will be metamorphosized into the ultimate HVAC sales professional.

  • Increase Sales.
  • Increase Gross Profit Margins.
  • Increase Close Rates.
  • Increase Your Income.

Call Tom Now at 425-985-4534.

Sales Results Guaranteed!

This program begins with two weekly preparation teleconferences and self-study with my book, DVD and CD training materials. This insures all those who attend are at the same level. After the training the participants have unlimited coaching teleconferences at their request.

You/your sales person may have years of HVAC experience…or none at all. Either way s/he will leave the class “ready to sell”.

The Sales Manager/Owner is involved in this entire process and is invited to attend and observe the seminar at a significantly reduced fee.

Sales Coach for Comfort Advisors is 100% Sales Results Guaranteed to increase sales, increase margins, increase close rates, increase customer satisfaction and increase income.

If you want to give your sales a permanent boost then contact Tom immediately at or 1-425-985-4534.

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 truly one of the best in the business.

Kerry O'Brien, President
T.F. O'Brien Cooling and Heating

I have owned and managed a Residential HVAC Installation and Service Company since 1978. Being 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 provided by all of our staff. Tom has been our “Top Choice” for the last decade when it comes to preparing our employees to exceed our customer’s expectations!!

Greg Gill, President
Action Air Conditioning, Heating & Solar

As an owner of a Heating, Cooling and Plumbing company we are constantly presented with many challenges with growth being the one in the forefront. In 2002, we decided to grow our business 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 that 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 this current date (2012), Tom’s methods, processes and personal interactions with our company has been one of the reasons we have been able to exceed our goals. 

More importantly, because of the time I’ve spent with Tom, I’ve been inspired to create a multitude of new concepts, selling practices, and marketing ideas that are helping us create the company that we always dreamed of. 

I’m certain that anyone who will work with Tom will reap same successes as Hutchinson. 

Fred Hutchinson CEO 
Hutchinson Plumbing Heating Cooling, LLC

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