There is an age-old discussion about whether salesmen are made or born. Many sales trainers will tell you that just about anyone can master the art of selling. Others will tell you that good salesmen are born because it’s the many personal qualities of an individual that contribute to them being successful in sales.

David Frinsco, vice president of sales and marketing and co-founder of The Turnaround Management Company, thinks salesmanship is a combination of genetics and learned skills.

“I like selling because I enjoy sitting across from people and learning about their challenges and determining whether or not our company is right for them,” he said. “I’m a good listener and patient by nature, but I think it’s my field experience that contributes to the quality of the sales calls I make.”

Frinsco’s experience adds a personal touch.

“I’ve been where my potential clients are, so I can identify with their needs,” he explained. “I also think my passion for the turnaround business shows. I worked at a refinery for many years and was involved in turnaround management from the owner’s side.

“Back then, we all started out as laborers and then spent time in both operations and maintenance. Later, I worked for a construction company and experienced turnarounds from yet another point of view. Now, I’m seeing turnarounds from our company’s point of view.”

Finding a good fit is just as important to Frinsco as it is to his clientele.

“I like to listen and learn about my customer’s needs and work with them to develop solutions that can help them obtain the results they want and make their turnarounds more predictable,” he said. “I like to see if we are a fit. If I don’t think we are a fit, and we are unable to meet or exceed a client’s needs, then I have to politely decline.

“I think that’s the hardest thing about sales; it’s knowing (and admitting to yourself) when your services and a potential client’s needs are not a fit, but it’s the right thing to do. I think most people respect that too. They know how an improper fit can affect their project. An improper fit can even threaten their career. My experience lets me honestly empathize with them.”

Frinsco’s experience and understanding coupled with a strong market for turnarounds proves promising for the future of both him and The Turnaround Management Company.

“All market indicators say the turnaround market will be strong in the foreseeable future,” he said. “There appears to be no slump in demand. Even though there’s occasional talk about possibly building new refineries, the existing plants have to stretch or increase their capacity and these facilities are aging. They need good quality, well managed turnarounds.”

Part of the company’s secret to success is seeing the big picture and evolving with the times.

“The first ad we ever did for The Turnaround Management Company talked about how improvements in the quality of turnaround management was the industry’s last cost saving frontier,” Frinsco continued. “That ad is just as true today as it was the first time we ran it in BIC about eight years ago.

“A lot of our seasoned turnaround/maintenance people have retired or left the industry. These guys knew where all the bones were buried, and there’s no one to replace them that knows where those bones are. Our experience has taught us how to integrate tools and processes into the owner’s systems. That’s what our company helps our clients do. And, then, technology has advanced as well. That’s why we also saw a need for a real time software program that helped our clients better control and predict the outcome of their project.”

Frinsco plans to be around well into the future to play an active role in the company achieving more milestones.

“I’m in the office quite a bit because I have to manage both our sales and our marketing efforts,” he said, “and I play a role in the management of the company. But, I never neglect our clients, so I’m on the road a good portion of the time also.

“I am a very lucky man. I got into an industry I like when I was quite young, and I still love it today. I enjoy the challenges as well as the rewards. And, I really like the team of people we’ve put together. They’re fun, they’re bright, and they really care about what it is we are trying to do for our clients. Our CEO, Mike Jeansonne, also happens to be my mentor.”