When was the last time you made a major purchase from someone you did not like? Chances are it does not happen very often. Most customers buy from people they like. This is especially true when customers have other buying choices. And nearly all cities have many floor covering stores to shop from which have similar products and often identical ones. So, why buy from someone you dislike?
There are many selling systems and approaches to sales. But the one quality that never differs is that salespeople who are exceptionally successful are likeable. Likeability is the foundation for trust. If people don’t trust you, they won’t like you. And prospects require trust before they will give you access to their thoughts and business.