A myth, however true it is! Having several years of experience in sales and being an inspiring salesman in this domain, I have often been asked:
ʺPatrice, what is your trick in order to become as effective and such a good retention rate?ʺ
Humbly, my response was: ʺWhat trick?ʺ This response may seem trivial, but not that much, it makes sense.
If we go back to human basics, we like to surround ourselves with people that make us feel good; inspire our trust, listen to us and especially have empathy in the most
important moments of our lives, and all without judgment. This is how you can find your very best friends without even knowing. Your brain has chosen them unconsciously in accordance with the feelings of security, love and happiness these people have brought us.
Sales are exactly the same concept! Your brain reacts the same way when it is time to reach an important decision. I am not asking you to become your client’s best friend, just listen to him while creating a quality humane relation without ever thinking that you must sell at all cost. In the long term, you will become a winner and this will have a positive impact on your employer’s credibility.