Sales Lessons from Pat Butson

"Sales is a 30-minute love affair."

This week, Tim shares lessons from Pat Butson, a hearth industry legend who became Tim's sales mentor in his retirement. With four decades of experience at Vermont Castings, Majestic, and Whitfield—plus a legendary handshake as a national arm wrestling champion—Pat combined fierce confidence with gentle compassion that made him unstoppable on the sales floor.

In this episode, Tim shares Pat's wisdom through stories and practical lessons:

• The three-step sales hierarchy that changes everything: First sell yourself, second sell your company, third sell your product—in that exact order.
• The 30-minute love affair philosophy: Pat fell in love with every customer, giving everything of himself during their time together rather than treating them with jaded indifference.
• First person to talk loses: After sliding your quote across the table and stating the price, shut your mouth and let the customer respond—they'll reveal whether you have a sale or need to address objections.

Don't miss this tribute episode honoring a sales master who proved that confidence without compassion means nothing, and that finding ways to give customers a win will always beat protecting margin on every transaction.

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