How do you make yourself matter to your customers? How did selling today become such a “soft” touch? How did things like liking, loving, trusting and focusing on the mission become more important than prospecting, qualifying, looking at features and benefits, and closing, closing, closing?
The reality is that people usually buy from people they like. What is always true is that people do not buy from people they don’t like. So your job is to be likable. To be likable, you need to be authentic, real and willing to risk being yourself.