Sales isn’t about showing how much you know. It’s about showing how much you care about learning about the prospective new client.
Sales is an act of love and consideration for another person who is in a spot where they don’t want to be.
It’s about helping them think-things-through to figure out where they’d prefer to be instead.
It’s about caring enough about the other person to help them take an honest look at what’s stopping them from going from one position in their life to a better position in their life. And demonstrating the personal courage to help them think through their options and make an empowered, informed and intelligent decision. Even if the making of the decision scares them a little or a lot. Even if they don’t particularly “like” you very much at that moment of clarity.
Sales isn’t about getting people to like you.
Sales is about helping people make better decisions so they can live better lives!