In 1997, Tom founded TRUST® Training and Coaching (www.sellingtrust.com) and began conducting sales seminars that have improved the confidence and sales performance of over 10,000 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 produce the sale while helping 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 are frequently 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 his industry.
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 produce the sale while helping 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”.