Max Bottaro

I AM Like You

“Beginning today, treat everyone you meet as if they were going to be dead by midnight. Extend to them all the care, kindness, and understanding you can muster, and do it with no thought of any reward. Your life will never be the same again.” –Og Mandino

This idea ties in with the notion that half the reason people buy is because they like the salesmen. One of the best ways to get someone to like you is to be like them. I don’t mean be fake, but within your personality find things that you can genuinely appreciate about them, or that you have in common. For example, if someone has a Patriots poster in their house, I might talk football with them (although I wouldn’t pretend to be a Patriot’s fan).

Tweak your mannerisms and tonality to match your prospect’s. If I am with an older lady, I speak slowly, gesture softly, and I smile a lot. If I am with a younger guy, I am fast and energetic. If I am with uneducated people, I kind of dumb my language down. People trust people who are like them, and trust is a key component of sales.