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In the first episode in this series Tim outlined the mathematical formula every great salesman needs to follow. Marketing + relationships + accounting = a sale. Today he reveals the secret to building relationships. It’s a lot like dating. Would you walk up to someone in the bar and say “Hi! I’m really good looking and I’m great in bed.”? It wouldn’t work. It’s the same in sales. You need to form actual relationships with actual people before you can expect to sell anything.
Building a relationship starts by getting people to remember your name. Then it’s learning the other person’s name and using it at least three times in a conversation. You’re trying to build intimacy and that can’t happen if you don’t know the other person’s name. Tim uses all sorts of tricks to get people on the phone. That isn’t easy these days. Try and avoid voicemail at all costs. But if you have to leave a message make sure your name and number are at the front of the message. Do anything you can think of to get a callback. Tim will record happy birthday on a voicemail whether it’s the person’s birthday or not.
Long before you ever seal a deal you need to know your client. It’s the same as dating. Most people don’t hop into bed on the first date. And if they do it tends to be a little weird. You have to build an actual relationship before you get lucky! At minimum you’re going to need at least four interactions with your client (lunch, phone calls, a meeting on-site) before you sign any contracts.