Consumers buy from people they like. Selling is simply this: The art of being liked. No more, no less. You can’t fake it. You have to feel it and this is the main reason selling is so difficult.
Many of us find it impossible to get close to strangers, but to be the best you can be, this is crucial. If you have this problem, think of it this way: Every consumer you meet is someone’s mother, daughter, aunt or best friend. Equal in every way to your friends and relatives and they have a right to be treated exactly as you would treat those you know and love. Would you start the conversation with, “Did you come in response to our ad?” or “We have free padding if you buy today,” or “What rooms are you doing today?” This would all sound pretty stupid to your friends and relatives, wouldn’t it?