S02E05 – The Naked Truth (On Being Too Expensive)

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There are few things more painful in life than being dragged into a corporate workshop.  That is until you go to a Tim Byrne corporate workshop. Instead of the usual droning on about sales projections and team building you get a Tasmanian Devil whirlwind of foul-mouthed truth speak.  The good folks at Curb Signs Inc. made the fateful decision to invite our hero to their office in Aurora to deliver a lecture on all things sales.  

“Everything you do is too expensive.”  Every sales person hears that every day.  But that’s bullshit, according to Tim. Well, most of the time anyways.  33% of the time you’re not too expensive compared to your competitor. You’re too expensive for their budget.  It’s all about how they build their budgets.  Property managers will always move numbers around to make it look like they’re saving their clients money.  Often times they will take money out of the budget for your work and stick it somewhere else – leaving you with nothing. So when they tell you you’re too expensive it has nothing to do with your estimate.  The other 33% of the time you lost the job because they don’t like you. It’s only that last 33% where you will actually lose a job because you were undercut by a competitor.

Building relationships is by far the hardest job a sales person has to master.  Sales people

will do anything to avoid having to go to yet another social function where they awkwardly stand in the corner talking to people they already know.  Those events are about building new relationships!  The easiest thing about the job is writing the purchase order or bidding the job.  Shaking hands and meeting people is fucking awful. Cold calling is the worst of the worst.  But it’s the only way you’re going to be successful so you better get good at it and quick.The only thing your organization is going to need in the next few decades is people that know how to talk to people.  Most of the jobs in big companies are going to be automated. Building relationships is the only thing matters.