“Nobody cares how much you know until they know how much you care.”

This statement is true not only in life but in the business world too. What makes one sales guy successful and the next one a flop? Certainly, there is more than one answer to that question. I would like to suggest that one of the most crippling characteristics to a sales rep, or anyone for that matter, is an uncaring attitude. The human race is good at sniffing out a phony. We’ve all dealt with someone who is only there to “sell” us something. We know they don’t have our best interest in mind. All they’re thinking about is themselves and their commission.

So, what are some ways we can make sure we show others we care?


If you truly believe in your product or service then you can take your time to get to know the person sitting across from you. Listen and let them tell you what they need.


Only sell them something you would buy yourself if you were in their shoes. Truly see the situation through their eyes.


Don’t just shove the person across from you into the mold of what you are selling. Make sure you are providing them with a true solution to a problem or need that they have.

Once someone knows you care then they’ll be open to hear what you know. If you really care for the person across from you good things will happen. Even if you don’t get a sale you will have gained a friend or at least another persons trust.

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