#69 Selling Trust. Not Tiles.

In this episode of Tiling Connect, we're joined by a seasoned Business Development Manager with more than a decade of experience building relationships, solving problems, and helping customers succeed across the commercial, residential, and builder markets.

This isn't a conversation about simply selling tiles. 

It's about building trust, understanding people, and becoming the person customers call before they make their next decision.

From early-morning builder visits and architect presentations to working alongside his team, designers, and tilers, Scott shares what life on the road is really like and why resilience, consistency, and genuine relationships are the foundations of long-term success. 

In this episode, we discuss: 

• Why the best BDMs sell confidence, not just products.
• Building lasting relationships with builders, retailers, architects, designers, and tilers.
• The importance of product knowledge and becoming a trusted industry expert.
• How to handle rejection, setbacks, and challenging market conditions.
• What separates high-performing sales professionals from everyone else.
• Managing your time while covering large territories and diverse customer bases.
• Why listening is often your most valuable sales skill.
• The mindset required to stay motivated year after year.
• Common mistakes new BDMs make and how to avoid them.
• Advice for anyone looking to build a long and rewarding career in the tile industry.

Whether you're an experienced sales representative, a new BDM, a retailer, supplier, or simply passionate about the tile industry, this episode offers valuable lessons on leadership, resilience, relationship-building, and creating value beyond the products you sell.

Listen now and discover what it really takes to become a trusted advisor in one of Australia's most competitive industries.

If you want to connect with Scott at National Tiles, here are the links:  

Website: https://www.nationaltiles.com.au/

Email: sgriffiths@nationaltiles.com.au

LinkedIn: https://www.linkedin.com/in/scott-griffiths-b1186527/