It’s long been said that people might forget what you say. But they will never forget how you made them feel.
There’s a lot of truth to that. And one of the first things your clients and prospects should feel is that you understand what they’re going through. Before some of you were born, there was a great, great sales trainer and educator named Zig Ziglar. Look him up! He learned to sell by selling brushes. Door-to-door.
He went on more sales calls before breakfast than some of you go on in a month. And he used to say “People don’t care how much you know, until they know how much you care… about them.”
There’s two steps to that equation: First, you need to genuinely understand what they are going through. Second, you need to communicate that to them.