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Tim is excited to launch a brand new series for the summer. His “Timology” series will reveal the secrets of great salesman. Tim came by this knowledge the hard way – years of failing. For over 20 years Tim scratched and crawled his way to building a successful business. Along the way he developed a winning strategy for selling his products and services.
Tim says that three are three facets to being great in sales. Those are relationship building, marketing and accounting. In today’s episode Tim talks about the importance of building a relationship with a client. Tim likens building those relationships to being a successful political candidate. You have to shake one hundred hands to get one vote. The math is similar in sales. You have to introduce yourself to one hundred people to get one sale.
Building a relationship with a client depends on personal contact. Tim insists on taking a potential client out for a drink or a meal before taking them on. If they don’t have time for that Tim isn’t interested in working with them. You need to become friends with your clients otherwise you won’t be able to depend on them for future business.
There is a lot of negativity around sales. There is a common idea that sales people are scumbags who will say anything to get your money. And to be sure there are plenty of guys like that out there. Tim takes an opposite approach. If you are the only one walking away happy you’re doing it wrong. You don’t just bid jobs in order to bid jobs. You have a moral obligation to give the client a fair price.