Tim and Derek dive into a real-world sales story that illustrates the power of connection, emotional intelligence, and proper communication. Tim shares how a routine consultation for pond maintenance turned into an unforgettable sales experience—one that highlights the importance of trust, empathy, and being fully prepared through training.

In this episode Tim and Derek discuss:

• How a simple pond consultation evolved into a deep emotional connection with the client
• The critical moment when trust was lost with the previous contractor—and how Tim seized the opportunity
• How understanding and labeling client emotions can open doors in sales conversations
• Why consultation fees and in-person visits matter when diagnosing problems and building relationships
• The bizarre yet powerful moment the client realized Tim looked just like her late father—and how it sealed the deal
• The importance of training, role-playing, and continuously sharpening your sales skills
• How preparation and consistency helped Tim confidently close the deal and land a long-term client

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