“Sellin’ ain’t tellin’, askin’ is.” This simple homily bubbled from Texas soil some years back and has since been heard around the world. It’s a powerful lesson, often trumping masterful education about what it takes to sell and to succeed. To succeed in sales, you must master the art of asking questions. David Bucchi, sales manager for Jon Wayne Heating and Air based in San Antonio, Texas, has learned the lesson well, and he’s evangelized it among his growing fleet of talented sales pros at the firm.
Bucchi, who’s been with Jon Wayne since 2005, was previously a territory manager for Carrier and Bryant serving the San Antonio and Southern Texas regions. He approaches his work with a strong base of experience. And he knows the long-term value of building relationships with his team, and customers, too.