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

Sales Byte®

Get Your Ducts in a Row

Getting one’s “ducks in a row” refers to being organized toward attaining a goal. This provides us with a useful metaphor for explaining the importance of a properly designed and installed duct system.

In HVAC terms, getting the “ducts in a row” can refer to everything that goes into every part of the system correctly: calculating the load, sizing the runs, providing adequate return air, locating the return air properly, radius turns, canvass connectors, cross-breaking, using the best materials, installing the system properly, sealing the system and more.

It’s rare that the homes you visit have properly designed or installed ductwork. That means that nearly every proposal should include some amount of duct modifications. As you know, the most common shortcomings are inadequate return air and duct leakage. Sure, there are times when you can’t get to the ductwork and there are times when you are just too busy to do a full duct system replacement, nevertheless it is your customer’s expectation that you advise them of the problems they have and the consequences of doing nothing. Let them choose to make the changes or not. Give them the choice.

Here is a video clip example of how you might give the customer a choice between replacing the duct system or sealing it. In this video, the customer and I had previously determined that the system was properly sized but poorly installed with excessive leakage. This was causing comfort, health and high energy bill problems. In this scenario you will see a choice between replacing the system or sealing with Aeroseal. It’s a YouTube link so please forgive the fuzziness. *(If this interests you, I’ll be speaking on this subject in a FREE Aeroseal webinar October 9th, 1:30pm EDT. Click Here to Register.)

What will this mean to your sales? By educating the customer you will differentiate yourself from the “bidders and estimators,” you will increase your close rate and you will increase your average job selling price buy several thousand dollars. Your customers will be more comfortable with a healthier home environment and lower utility bills. And you know what all of that means to your income.

One final note. Make sure, especially when you are busy, you price your labor-intensive duct changeout work with the profitability you need to have on every job every day.

*This is part of the NEW Sales Coach Professional In-Home Sales Training DVD 2-Disc set. See the Introductory Offer at www.sellingtrust.com.

Other stories

NEW Selling with T.R.U.S.T.® Professional In-Home Sales Call DVD Platinum Edition FREE Preview

Preview Now Available!

Introductory Pricing Available!

Tom Piscitelli’s NEW Sales Coach DVD Set PREVIEW

Click here to Watch NOW!

NEW Complete In-Home Sales Call
Setting the Appointment
Integrating Basic Home Performance
Selling SOLUTION CHOICES®
Selling Aeroseal®
Using Financing to Close the Sale
How to Conduct a Sales Meeting
MORE! MORE! MORE!

Tom Piscitelli’s NEW Sales Coach DVD Set Includes:

  • DISC 1: NEW Platinum Edition Selling with TRUST® Professional In-Home Sales Training DVD
  • DISC 2: Sales Coach Toolkit: Sales Management, Sales Coaching, Sales Tools DVD

The two-disc DVD set with over three hours of powerful sales coaching material is ONLY $297.

Until September 30, Tom’s Introductory Offers are:

  • Offer #1: Invest in the NEW Sales Coach DVD Set and get the Original System Selling with TRUST® DVD, a $150 Value for FREE.
  • Offer #2: Invest in the NEW Sales Coach DVD Set and get the TRUST® Technician Training DVD, a $150 Value for FREE.
  • Offer #3: Invest in all three DVD sales training products for ONLY $597 and receive your choice of 10 TRUST® Technician Training Workbooks or 10 Selling with TRUST® books…a $200 Value for FREE.

Click here to order the New Sales Coach DVD set

Introductory Orders will Ship By September 30.
PLUS NO SHIPPING CHARGES!

THE ALL-NEW SALES COACH DVD INCLUDES:

DISC 1: NEW Platinum Edition Selling with TRUST® Professional In-Home Sales Training DVD

  • All NEW video examples
  • Sell Yourself. Sell Your Company. Sell Solutions to Your Customers’ Problems.
  • Updated Selling with TRUST® Sales Call Process
  • Expanded CSR Appointment Setting with Power Selling Pros
  • Integrating Basic Home Performance Discussions Into the Call
  • Selling SOLUTION CHOICES®
  • Using Financing to Close the Sale
  • Selling Aeroseal® at the Kitchen Table

DISC 2: Sales Coach Toolkit
These training modules are all presented by Tom as if in a seminar setting. All worksheets* that are shown in the module are included with your DVD.

SALES MANAGEMENT

  • Sales KPI Measurements Explained*
  • Setting Sales Goals*
  • Sales and Lead Tracking*
  • Leads Close Rate Income Calculator *
  • How to Price to Make a Profit*
  • Selling with CHOICES®: The Energy Star® BEST BETTER GOOD Goldilocks Study*
  • Creating a Dare to Compare Worksheet
  • Creating the 100% Company Parts and Labor Warranty
  • Common Homeowner Guarantees

SALES COACHING

  • Hiring for Attitude
  • How to Give a Performance Review
  • How to Begin the Termination Process
  • How to Conduct a Sales Meeting
  • Full Commission Sales Compensation Plan*

FINANCING SALES TOOLS

  • How Financing Programs Work
  • Using Financing to Make the Sale*
  • Adding Financing to Overhead Calculator*
  • Upgrading the Sale with the Utility Savings*
  • Building Your Business with Referral Partners*

UTILITY SAVINGS SALES TOOLS

  • Why It’s Important to Show Utility Savings
  • Comparing Heating Costs Using the DOE Cost per Million BTU Calculator*
  • Selling with Return on Investment

SALES OPPORTUNITIES

  • How to Sell Aeroseal® Using Energy Star®
  • The Aeroseal® Business Proposition
  • Introducing TRUST PRO® online HVAC Software
  • Using the DesignStar® Online Load Calculator

ANNOUNCING: Sales Coach Sales Training Seminar September 29 – October 2 Seattle

ONLY 1 Seat Left!

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 tom@sellingtrust.com 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

Back to top