About

Tim\’s Biography

Business owner, author, and expert in personality temperament…

Tim Van Milligan graduated from Embry-Riddle Aeronautical University with a B.S. in Aeronautical Engineering in 1988. His first job out of college was as a rocket scientist for McDonnell Douglas in Cape Canaveral, Florida on the Delta rocket program. After a stint as a toy designer, he started his own model rocketry company in 1994 called Apogee Components. That company is still going strong with a seven-figure annual revenue and growing.

Around 2011, while researching \”why customers buy?”, Tim used his engineering discipline and discovered some radical principles about personality temperament that nobody was talking about. One of the biggest discoveries was that personality temperament flows from a customer’s values. What this means is that you as a salesman have a short-cut to a customer’s decision-path (“what is important to them when they are buying?”) if you can just quickly deduce their personality temperament. In other words, once you determine a customer’s personality temperament, you can look in a chart and find out what guiding principles are most important to them. The need to ask value-solicitation questions is greatly reduced, and therefore time in the sales process is sped up. You’ll get to the bottom line sooner, and have greater success closing the sale.

The other discovery is that emotions are triggered by an interaction with those things a customer values. There is that word “Values” again. And we already know their values because we have determined the prospect’s personality temperament. Now you as a salesman can trigger the emotions in the mind of the prospect to move the sale forward. The importance of emotions are that they drive a customer to take action. If you want the prospect to take action, the best tool you have is the ability to generate an emotion that moves them forward.

After making these two major discoveries, Tim researched personality temperament with even greater enthusiasm, and eventually wrote the books: “Selling By Personality Type: The Values Fears and Anger Triggers that Cause People to Buy”, “Emotional Copywriting Revealed,” and “Selling Yourself: Advanced Strategies for Landing Your Dream Job.” He brings a practical application of MBTI to the world of sales and marketing, showing how to meet the customers needs by engaging their natural personality preferences. It is a less stressful way of selling, because when you know your customer better than your competitor, you become a consultant instead of a salesman. Tim blogs here on customerSecrets.com.