Inside Tom’s Used Salesforce: Michael Fuscaldo
How long have you been in the truck industry?
The past three years.
How long have you been in sales?
I have been in sales since I was 16 years old.
What do you like about working in sales?
I have a passion to serve. Many people refer to this mentality as a “servant’s heart.” With every relationship I build (aka a sale), my goal is to make people feel good about their decision to work with me and the organizations I represent. Two quotes come to mind:
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.”
What is your role here at Tom’s?
Sales saturation! My role is to engage and educate everyone I meet. So if they are looking for medium duty truck solutions, they don’t need to look further than Tom’s. We have been meeting and exceeding the trucking needs of organizations for more than 67 years!
How long have you been at Tom’s?
What do you like best about working at Tom’s?
I enjoy working with the most intelligent, professional, and service-oriented people around. The Tom’s organization as a whole strives to exceed customer expectations with every interaction!
I get to play with trucks! As my sisters have always told me, “All men are just big boys who love to play with their toys!”
Sales goals that you have reached?
I have opened five new relationships (aka sales),and have already closed deals on two new relationships for the month on my goal of five per month!
Any upcoming sales or deals?
A plethora of opportunities have been generated over the past few weeks. We’re implementing a comprehensive strategy for new opportunity identification and engagement that will result
in meeting the individual sales goals set by management.
What is the best advice someone has given you for succeeding in sales?
Sales are as easy as 1, 2, 3… activity, activity, activity… and everything else will work itself out.
What is one important skill that you have acquired at Tom’s?
How to match our customers business needs with the best cab/chassis and truck bodies.
What piece of technology could not work without?
My phone and Google Chrome.
Favorite hobbies or activities?
I enjoy spending time with my best friend/wife and son! Whether it be bicycle riding, skiing, golfing, reading, or just watching his sports games!
How would you spend $1 million?
I would use that money to pay for my son’s college education.
Favorite sports teams?
“With but few exceptions, it is always the underdog who wins through sheer willpower.”
If you could live anywhere in the world, where would it be?
What is the best vacation you have ever taken?
Trip to Maui, had an unbelievable time on the island!
If you could host a talk show, who would be your first guest?
Jack Welch or Warren Buffett.
What would you do with “15 minutes of fame”?
Start a Go-Fund-Me campaign!
If you could stay a certain age forever, which age and why?
The age I am right now… with a beautiful wife and son, living in Southern California, what else could I ask for?
If you had $1,000 to spend at one store, which store would you pick?
Any funny sales stories?
How about a joke of sorts…
Two shoe salespeople were sent to Africa to open up new markets. Three days after arriving, one salesperson called the office and said,” I am returning on the next flight. I cannot sell shoes here. Everybody here goes barefoot.” At the same time, the other salesperson sent an email to the factory saying,” The prospects are unlimited, nobody wears shoes here!”
Worst pet peeve?
People not putting things back where they found them.