Being A Human


This may be one of my own idiosyncrasies, but it strikes me that many people turn into something they are not when in certain situations. For example, when dealing with clients, why do some people turn into "Sales guy"? When speaking in public, some suddenly turn into "Game show host guy."  I don't get it. 

It is a well-known fact that people do business with people they like. Assuming that people like you for who you are, why not be who you are? 


Early in my career I didn't get it. I was all business. Maybe it's maturity—not sure my family will go for that one, but stay with me—or experience, but over time, client conversations evolved into asking about the kids, the vacation, the new car....HUMAN CONVERSATION. 

If you want to be good at sales, first of all BE LIKABLE. BE A HUMAN. Build rapport and human connections, and trust will follow. You can't sell without trust.