Do you have a genuine interest in your customers and their lives?This gem was from a sales training from a few decades ago. Take this in—it will make you money.

Lets say you’re in the market for a new TV and you have a friend who sells TV’s. Where do you go to get your TV? Your friend in the TV sales industry that you trust, of course. (There is the exception of a few with “interesting” personalities who may look elsewhere.)

If someone wants you to bid a wood flooring job, guess what? They don't have a “friend in the industry” (if they do, maybe you don't want that customer). This potential customer will, more than likely, be getting several contractors to also bid on the job.

How do you get the job? Some do it with marketing tools, some with an extensive sales presentation, websites and referrals, while others will do it with price. What I like to do is get to know the customer. When I'm walking up the drive, do they have a great car or bike they take pride in? I look at what’s hanging on the wall. I try to always find common ground to start a conversation. A person’s home will always have on display something they love or take a lot of enjoyment from. It can be photos from trips overseas. I will ask about the photo on the fridge of the kid playing footy, or the trophy over the fireplace. But here is the important bit: Don't ask if you’re not interested. People always smell BS.

One of the last things I talk about when selling wood floors is wood floors. I want to get to know my customer. I will be in their home for a while, and also, for me, I want to know if they deserve one of my floors. We only have a limited number of floors we can do in our lives. There needs to be a relationship built, not just a transaction. I will always become their “friend in the industry.”

People ask about how many jobs I convert. It’s 99 percent of the people I want to give one of my floors to. The other bidders never stand a chance.

Greg Ceglarski and his partner, Cairo Chapman, have a small timber flooring business in Brisbane, Queensland, Australia, called Scribed Flooring. Greg’s evolution (some may say de-evolution) into installing timber floors has been unorthodox to say the least; he began his flooring life selling carpet before climbing the corporate ladder to become the state sales manager of Australia's largest flooring company, training and managing 40 sales staff before owning and running his own franchise, then finally falling into installation when a contractor cancelled on a job in the 11th hour.

Being mainly self-taught, he has always been open-minded about the possibilities when it comes to timber floors and not realising that some things could not be done (or should be done). He has had some fantastic successes and also some expensive failures.

Greg has also won some ATFA trophies, including the 2016 Pre Finished runner up and Installed Floor win and Overall Floor of the Year; he backed that up in 2017 with runner up Pre Finished stairs and a win with Pre Finished.

As Greg’s focus is on installation, he likes to live in “prefinished land,” as he thinks it’s far more challenging installing a coated floor, trying to achieve the things you usually only see in a sanded and coated floor. Challenging staircases always seem to find Greg, and over the last 10 years he has developed a secret method of “folding” timber into an indestructible stair nosing, which he is happy to make for anybody.